Demo AI Training: Prospect Asks for Feature You Don’t Have
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Bella Williams - 10 min read
Introduction: Navigating Feature Requests in AI Training Demos
Navigating feature requests during AI training demos can be a challenging yet pivotal moment for both trainers and prospects. When a prospect asks for a feature that your AI-powered coaching platform does not currently offer, it presents an opportunity to engage in a meaningful dialogue. This situation not only tests your product knowledge but also your ability to empathize with the prospect's needs and articulate the value of your existing features.
Understanding the prospect's request is crucial. It allows you to explore their underlying needs and expectations, which may reveal insights into how your platform can still meet their objectives, even without the requested feature. By approaching the conversation with curiosity and a willingness to adapt, you can turn a potential setback into a constructive discussion about future enhancements and the overall benefits of your AI coaching solution. This proactive engagement can strengthen relationships and position your platform as a responsive and customer-focused partner in their training journey.
Scenario: Responding to Prospects Asking for Non-Existent Features
Scenario: Responding to Prospects Asking for Non-Existent Features
Setting:
This scenario takes place during a live demo of an AI-powered coaching platform, where a sales representative is showcasing the features of the product to a potential client. The atmosphere is professional yet relaxed, with the prospect eager to understand how the platform can meet their specific training needs.
Participants / Components:
- Sales Representative: The individual conducting the demo, knowledgeable about the platform’s capabilities and features.
- Prospect: A decision-maker from a company looking to enhance their training processes, curious about the platform’s functionalities.
- AI Coaching Platform: The software being demonstrated, designed to provide coaching and roleplay simulations.
Process / Flow / Response:
Step 1: Acknowledge the Request
The sales representative listens attentively as the prospect asks about a specific feature that is not currently available. Instead of dismissing the request, the representative acknowledges it by saying, “That’s a great question! While we don’t have that feature right now, I’d love to understand how it fits into your training goals.”
Step 2: Explore Underlying Needs
The representative engages the prospect in a dialogue to uncover the reasons behind their request. They might ask, “Can you tell me more about how you envision using that feature? What specific outcomes are you hoping to achieve?” This approach helps to clarify the prospect's needs and opens the door for discussing alternative solutions.
Step 3: Highlight Existing Features
After understanding the prospect's needs, the representative shifts the conversation to highlight existing features that can still address the prospect's goals. For example, they could say, “While we don’t have that specific feature, our current capabilities in dynamic roleplay and personalized feedback can help you achieve similar outcomes by enhancing your team’s communication skills.”
Outcome:
The expected result is a constructive conversation where the prospect feels heard and valued, leading to a deeper understanding of how the platform can still meet their needs. By addressing the request thoughtfully, the sales representative not only strengthens the relationship but also positions the platform as a responsive partner, potentially paving the way for future feature developments based on customer feedback.
Frequently Asked Questions: Addressing Common Concerns About Feature Gaps
Q: What should I do if a prospect asks for a feature we don’t currently have?
A: Acknowledge their request and ask clarifying questions to understand their needs better. This can help you highlight existing features that may fulfill their requirements.
Q: How can I turn a feature request into a positive conversation?
A: Engage the prospect by exploring the underlying reasons for their request. This dialogue can lead to discussing how your current features can still meet their objectives.
Q: What if the prospect insists on the requested feature?
A: Politely explain that while the feature isn’t available, you value their feedback and can share it with your product team for future consideration.
Q: How can I demonstrate the value of our existing features?
A: Focus on the benefits of your current capabilities and how they can help the prospect achieve their goals, even without the requested feature.
Q: What if the prospect seems disappointed by the feature gap?
A: Reassure them that your platform is continuously evolving and emphasize your commitment to customer feedback, which drives future enhancements.
Q: How can I prepare for potential feature requests during demos?
A: Familiarize yourself with common requests and develop responses that highlight how existing features can address similar needs, ensuring you’re ready to engage positively.
