The Bridge Slap

Niel Powers
2WIN!® Global Instructor and Content Developer
My Favorite 2WIN! Moment

t was one of the first workshops that I had led.  We were less than two hours into the workshop when one of the participants leapt from his seat, slapped the table hard, and yelled, “That’s It!”

I wasn’t sure if he was just unhappy or if I was about to be escorted out of the building.  We had been discussing the concepts of Bridge Demonstrating and the importance of getting every demo participant to follow you comfortably and confidently to the destination – your software.

My rather agitated student went on to explain that they were losing way too many opportunities to ‘no decision’.  They were demonstrating their software, but they were not showing them how their jobs would improve using the software.  They were not Bridge Demonstrating.  So when decision time came, it was easier for the prospect to simply fall back on the relative comfort of their current solution.

As a class, we spent an extra 45 minutes working on ways to improve their techniques to put Bridge Demonstrating into practice and start eliminating those ‘no decision’ lost opportunities.  It worked out well but I was not too sure when that hand slapped that table.

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