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Creating & Delivering Product Demos

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COURSE LENGTH: 1 Day
REGISTRATION FEE: $795 per person
VENUES: Public, Client Site

 

 

 


The 3 Rules Of A Great Demo

Rule #1:  It’s not about you.

If you’re the only one talking for more than a minute or two, you’ve lost your audience.  Learn how to engage your audience by keeping the dialogue focused on them.  The more engaged they are, the better your chances for success.

Learn what questions to ask and how to ask them to uncover needs and pain points in a casual and conversational manner (without product speak) to earn credibility and form solid relationships with your audience.  Selling always boils down to credibility and relationships.

Rule #2:  Emphasize WHY over WHAT and HOW

It’s difficult to step out of your product zone when you live and breathe products day in and day out.  That’s why most product demos are mired in feature-speak that can sedate an audience in minutes.  Learn how to articulate the value of your solutions by leading with the “why factor," where product features are merely proof points to a well articulated need.  We’ve perfected the technique to give you a simple, repeatable framework for articulating the value of any product, service or solution.

Rule #3:  Differentiate 

Successful selling always boils down to one or two things that uniquely separate your offering from the alternatives.  You’ll learn how to craft a differentiation theme and use it throughout your demo to reinforce your unique value proposition.  If you say it enough, they will believe it.

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Program Agenda 

  1. Uncover needs and pain points for users, managers and executives so the demo addresses all agendas
  2. Create a set of demo scenarios that collectively tell a compelling value story that resonates with executives as well as users
  3. Create and avoid competitive traps to enhance your value proposition
  4. Explore ways to handle questions, objections and dead air time on web conferences
  5. Review presentation techniques and tips for face-to-face and web demos
  6. Walk through practice demo scnearios

Demo Toolkit

  • Target Customer Snapshot
  • Needs Assessment Worksheet
  • Demo Scenario Worksheet
  • Presentation / Demo Outline with Dashboard Navigation
Comments(2)
I really enjoyed meeting the other attendees and hearing that they have many of the same challenges I do. The demo strategy and techniques are working well for my company. It was very helpful.
Steve Killian, "VisionAir", 09.03.2009
Getting our sales force bought into and using ZIGZAG’s positioning and demo framework was a no-brainer. The fact that it boils our value propositions down to plain simple English is the key to everyone embracing it. The presentation template makes it easy for sales people to tailor our story to each prospect without reinventing the wheel.
Stephen Cummings, "VP of Sales, IBS America", 09.01.2009
 
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