Can you relate to the following software demo situation? Jennifer, the sales engineer, is at the keyboard. She's on a roll. She's been setting the stage to show how her price matrix capability will eliminate costly errors. This is all-important to the prospect. She has the audience's full attention and is steadily moving them toward her objective. Suddenly Robert, the account executive, interrupts from the back of the room. "Jennifer, I think this would be a great time to show how the information you’re working with updates the data warehouse and is immediately available for sales analysis purposes." Everybody shifts their attention from Jennifer and the all-important price matrix capability to Robert and the equally important data warehouse function. In an instant, the momentum Jennifer has been building dies.
job responsibility matrix
foolish, etc.). It's your job to bring the question to the attention of the presenter. How? Use the Stand Up, Sit Down technique: Stand up to get the attention of the presenter. When they pass you the ball, make a transition statement that brings the question to their attention ( Jennifer, I believe Andy had a question about the price matrix. ) Now, sit back down so the question is directed to the presenter, not you. Why is it important to have the question directed to the presenter? First, since the