{"id":47315,"date":"2026-08-19T15:59:45","date_gmt":"2026-08-19T15:59:45","guid":{"rendered":"https:\/\/greatdemo.com\/?p=47315"},"modified":"2026-08-19T15:59:45","modified_gmt":"2026-08-19T15:59:45","slug":"how-long-does-it-take-to-describe-what-your-product-does","status":"publish","type":"post","link":"https:\/\/greatdemo.com\/es\/how-long-does-it-take-to-describe-what-your-product-does\/","title":{"rendered":"How Long Does It Take to Describe What Your Product Does?"},"content":{"rendered":"

Way too long, generally!<\/p>\n

Customer-facing folks need to learn how to describe their offering(s) in one crisp sentence!<\/p>\n

When I ask, \u201cWhat does your product do?\u201d the responses are frequently multiple paragraphs<\/em>, with side explanations and caveats. That\u2019s far too much!<\/p>\n

Try using a Provocative Question instead. What\u2019s a Provocative Question?<\/p>\n

Someone asks me what I do\u2026<\/p>\n

I respond, \u201cHave you ever seen a bad software demo?\u201d<\/p>\n

If their reply is, \u201cNo, can\u2019t say that I have\u2026\u201d then I know this person is no<\/em> a good prospect.<\/p>\n

On the other hand, if they answer, \u201cI\u2019ve probably delivered hundreds\u2026\u201d or similar positive response then:<\/p>\n

    \n
  1. I know this prospect understands the problem, and<\/li>\n
  2. They are queued up to hear how I might solve it.<\/li>\n<\/ol>\n

    \u00a1Delicioso!<\/p>\n

    What would be a good Provocative Question for what usted<\/em> \u00bfHacer?<\/p>\n

     <\/p>\n

    See page 253 in Doing Discovery<\/p>\n

    https:\/\/www.amazon.com\/Doing-Discovery-Important-Enablement-Processes\/dp\/B0B8RJK4C2\/<\/a><\/p>","protected":false},"excerpt":{"rendered":"

    Way too long, generally! Customer-facing folks need to learn how to describe their offering(s) in one crisp sentence! When I ask, \u201cWhat does your<\/p>","protected":false},"author":2,"featured_media":47317,"comment_status":"closed","ping_status":"closed","sticky":false,"template":"","format":"standard","meta":{"_acf_changed":false,"site-sidebar-layout":"default","site-content-layout":"","ast-site-content-layout":"default","site-content-style":"default","site-sidebar-style":"default","ast-global-header-display":"","ast-banner-title-visibility":"","ast-main-header-display":"","ast-hfb-above-header-display":"","ast-hfb-below-header-display":"","ast-hfb-mobile-header-display":"","site-post-title":"","ast-breadcrumbs-content":"","ast-featured-img":"","footer-sml-layout":"","ast-disable-related-posts":"","theme-transparent-header-meta":"default","adv-header-id-meta":"","stick-header-meta":"","header-above-stick-meta":"","header-main-stick-meta":"","header-below-stick-meta":"","astra-migrate-meta-layouts":"set","ast-page-background-enabled":"default","ast-page-background-meta":{"desktop":{"background-color":"var(--ast-global-color-4)","background-image":"","background-repeat":"repeat","background-position":"center center","background-size":"auto","background-attachment":"scroll","background-type":"","background-media":"","overlay-type":"","overlay-color":"","overlay-opacity":"","overlay-gradient":""},"tablet":{"background-color":"","background-image":"","background-repeat":"repeat","background-position":"center center","background-size":"auto","background-attachment":"scroll","background-type":"","background-media":"","overlay-type":"","overlay-color":"","overlay-opacity":"","overlay-gradient":""},"mobile":{"background-color":"","background-image":"","background-repeat":"repeat","background-position":"center center","background-size":"auto","background-attachment":"scroll","background-type":"","background-media":"","overlay-type":"","overlay-color":"","overlay-opacity":"","overlay-gradient":""}},"ast-content-background-meta":{"desktop":{"background-color":"var(--ast-global-color-5)","background-image":"","background-repeat":"repeat","background-position":"center center","background-size":"auto","background-attachment":"scroll","background-type":"","background-media":"","overlay-type":"","overlay-color":"","overlay-opacity":"","overlay-gradient":""},"tablet":{"background-color":"var(--ast-global-color-5)","background-image":"","background-repeat":"repeat","background-position":"center center","background-size":"auto","background-attachment":"scroll","background-type":"","background-media":"","overlay-type":"","overlay-color":"","overlay-opacity":"","overlay-gradient":""},"mobile":{"background-color":"var(--ast-global-color-5)","background-image":"","background-repeat":"repeat","background-position":"center center","background-size":"auto","background-attachment":"scroll","background-type":"","background-media":"","overlay-type":"","overlay-color":"","overlay-opacity":"","overlay-gradient":""}},"footnotes":""},"categories":[14],"tags":[7],"class_list":["post-47315","post","type-post","status-publish","format-standard","has-post-thumbnail","hentry","category-advanced_topics","tag-blog"],"acf":[],"_links":{"self":[{"href":"https:\/\/greatdemo.com\/es\/wp-json\/wp\/v2\/posts\/47315","targetHints":{"allow":["GET"]}}],"collection":[{"href":"https:\/\/greatdemo.com\/es\/wp-json\/wp\/v2\/posts"}],"about":[{"href":"https:\/\/greatdemo.com\/es\/wp-json\/wp\/v2\/types\/post"}],"author":[{"embeddable":true,"href":"https:\/\/greatdemo.com\/es\/wp-json\/wp\/v2\/users\/2"}],"replies":[{"embeddable":true,"href":"https:\/\/greatdemo.com\/es\/wp-json\/wp\/v2\/comments?post=47315"}],"version-history":[{"count":1,"href":"https:\/\/greatdemo.com\/es\/wp-json\/wp\/v2\/posts\/47315\/revisions"}],"predecessor-version":[{"id":47318,"href":"https:\/\/greatdemo.com\/es\/wp-json\/wp\/v2\/posts\/47315\/revisions\/47318"}],"wp:featuredmedia":[{"embeddable":true,"href":"https:\/\/greatdemo.com\/es\/wp-json\/wp\/v2\/media\/47317"}],"wp:attachment":[{"href":"https:\/\/greatdemo.com\/es\/wp-json\/wp\/v2\/media?parent=47315"}],"wp:term":[{"taxonomy":"category","embeddable":true,"href":"https:\/\/greatdemo.com\/es\/wp-json\/wp\/v2\/categories?post=47315"},{"taxonomy":"post_tag","embeddable":true,"href":"https:\/\/greatdemo.com\/es\/wp-json\/wp\/v2\/tags?post=47315"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}