At the end of a product demo, prospective buyers should be pushing you for next steps to advance the sales cycle. If they aren’t, it’s a sign you’ve spoken to them in a language they didn’t understand. Product feature-speak is usually the culprit.
This workshop will help you create and deliver web or face-to-face demos in a way that emotionally connect executives and users to your products. The secret is relevance, and our demo framework will make your demos easier, shorter and more relevant than they’ve ever been. Who doesn’t like shorter sales cycles and more wins?
- Product Managers & Marketers will learn how to create and deliver demos for product rollouts and marketing events without starting from scratch
- Sales Engineers will learn simple problem discovery techniques and how to create a library of demo scenarios that can be mixed and matched to improve relevance for each prospect along with the nuances of web vs. face-to-face demos
- Sales Reps will learn new qualification techniques and how to conduct a high level presentation/demo without the need to become the product expert
Agenda
- Creating a Target Buyer Snapshot
- Pre-Demo Problem Discovery
- Creating Demo Scenarios
- Climbing out of competitive traps and creating your own
- Responding to Questions & Objections
- Web Versus Face-to-Face Demos
- Live Demo Clinic & Critique – Volunteers Only
Learn Best Practices & Simple Techniques For:
- Creating target buyer snapshots to determine problem areas
- Asking conversational questions to determine buyer motivation
- Creating demo scenarios centered on user tasks instead of product features
- Creating and climbing out of competitive traps
- Responding to questions and objections without sounding defensive
- Presentation techniques for delivering live or web demos
Who Should Attend?
- Product Managers & Product Marketers
- Industry Marketing Managers
- Sales Engineers
- Sales Reps
• Anyone who conducts a demo (internal or external)
Cancellation Policy
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