• Pre-Sales
• Sales and SE Management
• Field Development
• Channels
• Training
• Services
• Products

People who are detail oriented will be most convinced by a demo. People who are results, bottom-line oriented will be least convinced.

A two-day instructor-led course can sharpen the skills of those who give demonstrations as an integral part of their Solution Sales Cycle.  The course would incorporate videotaped sessions, workshops, and exercises to aid in the delivery, personalization and structure of a customer-focused, value-oriented demonstration, including the students’ actual sales demos. 

The workshop would pay particular attention to establishing credibility and to the inclusion of quantified value-oriented statements within the SE's demo.  Visualization techniques can be taught so customers retain your messages more than the competition's.  SEs can learn that value statements for differentiated unique selling points are key in establishing value.

The course would also provide verbal and non-verbal skills improvement through the use of videotaped feedback and peer review.  Many creative and fun exercises can augment the learning experience.

A one or two day version of the course could be combined with SEskills or SEchannels to provide focus to technical demonstration skills in conjunction with improved pre-sales skills.

Contact Us for a detailed outline.

Most customers get lost and/or bored during presentations. Try developing a flow to the demo consisting of feature, function, value, feature, function, value, etc. Get up and white board some material. Ask the customer to white board ideas with you. Ask, "Could you show me how this would look in your environment?".