Sales Demonstration Training

To speak with a trainer now, call us on: 800-421-5824 or Send us a message!

Would you like to make your technology demos a “secret weapon” that wows prospects and wins sales?

We are Technology Product Demo Specialists. When you work with us, you and your team get the benefit of our practical hands-on experience

We have been performing, and helping people perform demos for technical end users, engineers, scientists and technical management for many years.

We can help you dramatically improve your demos of:

• Complex Hardware Products
• Complex Software Products,
• OEM Products
• Complex System Level Products.

When you hire us, you get in-depth training focused on your exact needs. All exercises and examples are adapted to use your products.

We take the time to learn your products so that we can act like a member of your team, fully engaged in the training process.

To be sure that you’re ready to “hit the ground running” when you return to the field, we provide many customized, real-world exercises and role-plays!

Technology demos can bring great results, but doing them well can be a challenge. In this fast-paced, interactive demo training seminar, we’ll show your subject matter experts and sales reps the secrets of a winning demo.

How the Process Works

It starts with a no obligation discussion of your needs, give us a call: 1-800-421-5824, or click on the “contact us” banner to the right to send us a message.

Our experts interview you and your team to find out what specific challenges you are facing. We then create a class that is specifically focused on making you more successful.

Based on our discussions with you and your team, we create many customized tools such as our:

• Demo Planning Form – Streamlines and codifies the process of gathering pre-demo information.
• Demo Disaster Checklist – Common demo mistakes and how to avoid them.
• Must Answer Questions List - We collect the most common questions that you will face and then we help you come up with knock-out answers for them!
• And Many More…

Once we settle on a training date, we then create and deliver the customized training at your facility .

Who Will Benefit From This Training Seminar?

Sales managers, technical sales people, and sales teams that sell complex and technology based products. Send us a questions about this class via on-line form>>.

Sample Class Outline: Two day Demo Skills Seminar

TECHNOLOGY DEMONSTRATION SKILLS TRAINING
2-DAY WORKSHOP

KEY OBJECTIVES

A fun interactive training session that helps attendees improve product demos.
To show the  value of a strong demo and the negative impact of a poor one.
To provide the tools, the knowledge, and the skills needed to craft and deliver relevant, engaging and effective demonstrations of your products.

WORKSHOP AGENDA: Day One

9:00 – 9:30: Introduction/Objectives


9:30 – 10:45: How NOT to Do a Demo:

In this exercise, I do a disastrous  and funny demo of your product.  Class members play the role of a prospect. I make all of the typical mistakes that should be avoided.
Class members receive a demo Issue checklist and attempt to check off all the errors in the demo.

We follow the demo with an open discussion:

• Analysis of the demo – What went wrong.
• Open Discussion –  How can we improve on the demo

-Negative impact of poor demo organization
-Negative impact  of improper level of detail for  your audience
-Negative impact of feature dumps on the demo
-Negative impact of improper jargon and terminology on the demo
-Negative impact of showing detail, when telling is all that is needed
-Negative impact of a long answer where a simple “yes” is all that is needed

10:45 – 11:00: Break

11:00 – 12:00: Sales/FAE Teamwork

We outline the duties of the FAE and sales person before, during and after the demo to make sure that communication is efficient and effective.

Using the “Demo Qualification Form”, we discuss  the information required to allow  the FAE to translate the prospect’s issues into short effective demo scenarios using input from sales on the prospects needs.

The focus in on the best ways to work together to convey a message that progresses the sale.

Exercise – We customize the Demo Qualification Form  to meet our needs.

12:00 – 1:00: LUNCH

1:00 – 2:30: Customer Relevant Demos
In this section we cover the process, skills and techniques needed to create relevant and engaging demo segments. (The key is to Know your audience)

We discuss a typical demo request (using the Demo Qualification Form  from the previous exercise) and map the specific needs  to specific demo scenarios.

We have an open discussion of the questions that must be answered in every successful demo and build a consensus list using the Demo Questions Form.

We end with an exercise where the FAE translates a specific prospect need to a demo scenario and then performs the short demo in class.

2:30 – 2:45: Break

2:45 – 3:45: Demo Script Creation Exercise
3:45 – 4:45: Demo Delivery (Live Demo Practice)

4:45 – 5:00: Day One Summary With Q and A

WORKSHOP AGENDA: Day Two

9:00 – 10:00: Questions and Answers: Tips and Techniques

We discuss specific tips on how best to answer  audience questions (including hostile questions) and how to probe for addition prospect needs.  Topics include:

• Using Q and A to enhance your credibility
• How to verify that you understand the question and the intent
• Confirming with the prospect that their question was answered
• Choosing the proper level of detail for  your answers
• Dealing with hostile questions
• Dealing with objections
• Handling competitive questions

10:00 – 10:45: Q&A Role Play Exercise

10:45- 11:00: Break

11:00 – 12:00: Establishing Credibility:
In this section we will cover proven methods for establishing credibility with both technical and executive level audience members. Specifically, we cover:

• Establishing credibility with technical audiences
• Establishing credibility with C-Level and executive audiences

Each FAE will perform a role play exercise to practice what they have learned.

12:00 – 1:00: LUNCH
1:00 – 2:00: Complex Demos:
In this section we cover the best way to craft and deliver demos for multiple products quickly and efficiently.

The instructor-led discussion will cover the special challenges encountered when crafting and delivering complex demos.

2:00 – 2:45: Dealing with Demo Issues
In this section we discuss techniques for dealing with the “BAD THINGS” that can happen in the demo. Topics include:

• Product Crashes and Bugs
• Time Management
• Web Conference issues
• Beta software and new features
• Dealing with hostile or disinterested audiences

2:45 – 3:00: Break

3:00 – 4:15: Final Demo Exercise
In this section we allow each FAE to perform a final demo utilizing all that they have learned.

We will review each demo as a group and try to identify as many good techniques as possible, as well as areas for additional focus.

4:15 – 5:00: Summary, Q&A, Complete Satisfaction Review Forms.

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