Chapter 2

Great demo, but was the decider in the room?

Buổi trình bày hay, nhưng người cần nghe có ở đó?

The chapter's question

Who is attending this meeting, and is the decision-maker there?

Big idea

A presentation to the wrong people is a presentation you will have to give again.

In this chapter

  1. Part 2.1

    Who to Invite

    Whom do I ask the customer to invite, and on what grounds?

  2. Part 2.2

    What Each Person Cares About

    How differently do the technical person, the user and the payer hear this?

  3. Part 2.3

    When the Decider Is Missing

    If the decider does not attend, what do I do?

  4. Part 2.4

    The Sceptic in the Room

    Who might object, and what do I prepare?

The reading for this chapter is inside Conan School

This chapter has 4 readings, with case stories and exercises. Chapter 1 of Showing, Not Telling is free to read right here.

Read in Conan School

Chapters of Showing, Not Telling

  1. 1.Does showing more features persuade more buyers?
  2. 2.Great demo, but was the decider in the room?
  3. 3.Am I presenting well, or just talking too much?
  4. 4.They loved the demo, so why no progress?
  5. 5.Who sells for me after I leave the room?