MRPS SALES DEMOS: This is how they tend to go, I understand.
Myles and Bud are good, real good.
When they did a recent demo for a huge (unnamed) client recently, here's how the sales call kind of went, I understand. What is important is HOW the demo is staged, not who the particular client is.
Concentrate on the technique used....sweet and simple.
Myles: "So Mr. ________, what was your biggest problem last year that we can help you with?"
CEO: "Well, we spent over X million dollars trying to track down compression leaks (or bad bearings, etc)"
Myles: (handing the Ultraphonics device to the CEO who doesn't know ultrasound from passing gas)..."Well, here, let's show you this works to solve that problem".
(30 seconds of real basic instruction follow...you know becuase CEO's have a short attention span...lol)
Myles: "OK, walk on over to the subject and try to find the leaks"
"Just point the probe to various spots"
20 seconds later
CEO: "oh my God" (not an untypical comment by the way)
******
My understanding is that this is how the demos go. Get a decision-maker to try the product after the guys do some training. Put it in their hands.....that is the key
(and I know sales, folks, and that IS the key)
Of course with head engineers the training is more intense and fulll blown.
The other thing Myles and Bud understand is that you cannot just send someone the product to try. You need to be there at the site and train them how to use it and be there when THEY use it. It assures that they are using it properly and it dramatically shorten the sales cycle.
These guys are good. As to their voice and accents, etc:
Their manner and accent is a big plus....let me tell ya. People feel comfortable and trust people more naturally who aren't slick.
Bud has a great sales voice, so does Myles. Myles has kind of a jolly, make you feel good nature, very positive...and Bud has a very strong, honest way about him as well. Neither one has a slow drawl and both are great at sales technique...we are in good hands.
And the new guy, Alan, is also a big plus for helping to ramp up delievery of units that are under existing contracts.
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