Enable your sellers to be more compelling and persuasive with Demo2Win!
Demo2Win is an advanced, skill building, virtual workshop for sales professionals who present and demonstrate technology products and services. Watch the video to the right to learn more or click to start your preview.
Guiding Principles
The purpose of this lesson is to convince the student that small changes in their delivery overtime can make a tremendous difference in their audience’s perception of your solution. We draw an analogy to show how sales presentations are similar to objectively judged events, like figure skating or snowboard half pipe. The winning firm is the one that is able to capture the attention of the “judging panel” and sway their perception in your favor.
Motivating your Audience
Audience members will play different roles throughout a buying process, and as such are motivated by different things. Typically, an audience member will fall into one of three roles: Operational (or end user), Managerial, or Executive. This lesson helps students understand what types of benefit statements are most likely to resonate with different roles, and how to connect these benefit statements to capabilities within your solution.
Tell - Show - Tell
Tell-Show-Tell is the bedrock fundamental for all customer facing teams to master. In this course students will learn how to provide: meaningful context so an audience can envision themselves using your solutions, a concise delivery of the capability you are describing that is easy to follow, and relevant benefits that help your audience understand the improvements they will realize in using your solution.
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