The ability to deliver an exceptional software demonstration (or sales presentation)
embodies one of the most important skills Sales Engineers (Applications Engineers,
Systems Engineers, etc.) can develop. It is usually the first look your prospect has at
your solution and first impressions are vital. Without a proficient demo, you're
destined for a lengthy sales cycle that includes a resource and time consuming
product evaluation or benchmark. Or worse, a suboptimal demo can result in millions
of dollars of lost business. And you often don't get a second chance.
All too commonly Sales Engineers (Applications Engineers, Systems Engineers, etc.)
are under the misperception that the objective of the demo is to inform the customer
about the capabilities of your product. Wrong! That approach will often lead to lengthy
sales cycles driving up your cost of sales or worse, lost business you should have won.
There is a much better way. You'll learn how to leave your prospect with the belief
that your solution resolves their needs, does it better than your competition, and
provides desirable business value to motivate them to become a customer.
An effective demo requires the proficient use of sales skills. For this reason, this
workshop also teaches the sales skills included in the full Bottom-Line Boosting Sales
Skills Workshop. The difference is that the focus is more on the demo and less on
sales skills in the Demo Skills Workshop.
If you have already run your organization through a generic sales skills training
program, the option exists to customize the program to use the same language that
has already been learned. This enables this workshop to supplement any program you
already have in place.
What You'll Learn
I. Bottom-Line Targeted Demo Skills Lecture/Discussion
A) Preparing to engage
2. Three key selling concepts
3. How to identify, uncover, and develop customer needs
4. The Central NeRV System of selling
5. How to understand your customer and their challenges
6. Five sales strategies & how to differentiate from your competition
7. Ensuring the right people are involved
8. Maximizing your chance of success
2. Maximizing customer understanding and retention
3. How to effectively structure your message for success
4. Improving your technique and style
5. When and how to do a webcast demo
6. How to deal with a crash
7. How to handle objections
8. How to control a heckler
2. Deciding to engage and prioritizing your valuable time
3. Become an MVP - Craft an unbeatable strategy
4. How to develop a winning plan
5. How to execute and win
to be presented in your demo exercise
B) Demonstration (or presentation) workshop - Deliver a short customer demo
or presentation to your peers and receive constructive and honest feedback
C) Practice your response to customer request for evaluation software
Key Skills Emphasis
usually hundreds of thousands or millions of dollars of lost business opportunity. And
you often don’t get a second chance.
very interactive presentations and exercises.
and internalize the skills they learned in the class by presenting a demo (or
presentation) to their peers who pose as their customer. This course has a pre-work
assignment where each attendee is required to prepare a short demo or presentation.
They will present that demo during the workshop and receive honest, constructive
feedback on how they might improve. Teaching is one of the best forms of learning
and students will also fortify their skills by providing feedback to others. Learning is
further reinforced by providing each student a videotape of their demo and feedback
for their personal review.
are involved in the sales process. Technical content is not a focus so engineers
involved in any technical discipline will learn valuable skills. Since everyone has room
to improve on and polish their demo and sales skills, the course has been very highly
regarded by both new SEs and experienced SEs.
needs. The recommended class size is 8 to 16 people. Small class sizes provide a
more personal and valuable learning experience by increasing the participation and
interactivity of the class.