Demo AI Roleplay: Prospect Asks for Feature You Don’t Have
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Bella Williams - 10 min read
Introduction: Navigating Feature Requests in AI Demos
In the world of AI-powered coaching and roleplay, navigating feature requests during product demonstrations can be a challenging yet pivotal moment. When a prospect inquires about a feature that your platform does not currently offer, it presents both a challenge and an opportunity. This scenario often tests the effectiveness of your communication skills, as well as your ability to maintain engagement and trust with the prospect.
Addressing such requests thoughtfully is crucial, as it can influence the prospect's perception of your product and your organization. By acknowledging their needs, providing alternative solutions, and gathering valuable feedback, you can turn a potentially negative experience into a constructive dialogue. This not only enhances the prospect's experience but also informs your product development roadmap, ensuring that your offerings evolve to meet market demands.
Scenario: Handling a Prospect's Feature Request You Don't Have
Scenario: Handling a Prospect's Feature Request You Don't Have
Setting:
The scenario unfolds during a virtual demo of an AI-powered coaching platform, where a sales representative is showcasing the product's capabilities to a potential client.
Participants / Components:
- Sales Representative
- Prospect (a decision-maker from a mid-sized company)
- AI Coaching Platform (the product being demonstrated)
Process / Flow / Response:
Step 1: Acknowledge the Request
The sales representative listens attentively as the prospect asks about a specific feature that the platform currently lacks. Instead of dismissing the request, the representative acknowledges its importance, saying, "That's a great question, and I understand how that feature could enhance your experience."
Step 2: Provide Context and Alternatives
Next, the representative explains the rationale behind the absence of the feature, framing it positively. For example, "While we don’t have that feature right now, our team is continuously gathering feedback to prioritize future developments. In the meantime, we offer several existing functionalities that can help achieve similar outcomes, such as [describe relevant features]."
Step 3: Gather Feedback and Engage
The representative then invites the prospect to share more about their needs, asking, "Can you tell me more about how you envision using that feature? Your insights could help us shape our roadmap." This approach not only shows the prospect that their input is valued but also keeps the conversation engaging and constructive.
Outcome:
By handling the feature request thoughtfully, the sales representative maintains the prospect's interest and trust. The prospect feels heard and appreciated, which enhances the overall demo experience. Additionally, the feedback collected can inform future product enhancements, aligning the platform more closely with customer needs.
Frequently Asked Questions: Addressing Concerns About Missing Features
Q: What should I do if a prospect asks for a feature that our AI coaching platform doesn't currently offer?
A: Acknowledge the request and express understanding of its importance. Then, explain that while the feature isn't available yet, your team is actively gathering feedback to prioritize future developments.
Q: How can I keep the prospect engaged during the demo despite missing features?
A: Focus on existing features that can meet their needs. Highlight how these functionalities can provide value in the meantime, and invite the prospect to share more about their specific needs.
Q: Is it appropriate to ask for feedback on missing features during the demo?
A: Yes, asking for feedback shows that you value the prospect's input and are committed to improving the product. It also helps you gather insights that can inform future development.
Q: What if the prospect seems disappointed by the missing feature?
A: Address their disappointment empathetically, reaffirming that you understand their needs. Then, pivot the conversation to how your platform can still address their core challenges with current capabilities.
Q: How can I ensure the prospect feels heard during the demo?
A: Practice active listening by summarizing their concerns and asking clarifying questions. This demonstrates that you are engaged and genuinely interested in their feedback.
Q: What are the potential consequences of not addressing feature requests during a demo?
A: Ignoring feature requests can lead to a loss of trust and engagement from the prospect. They may feel undervalued, which could impact their decision-making process negatively.
