ZIGZAG Marketing Creating & Delivering Product Demos

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COURSE LENGTH: 2 Days
REGISTRATION FEE: $1495 per person
VENUES: Public, Client Site

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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 more they're buying.

Learn how to uncover tactical needs and connect the dots to strategic initiatives to make your offerings more compelling to both users and executive decision makers. Successful selling always boils down to the credibility and relationships formed by the sales team.

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 and tying the operational benefits of your products to strategic initiatives executives care about.

Rule #3: Differentiate

Successful selling always boils down to one or two things that uniquely separate you from the alternatives. In most cases, it's the fact that you understand the buyer better than the competition. You’ll learn how to use that knowledge to craft a differentiation theme and use it throughout the demo to reinforce your unique value. If you say it enough, they will believe it.

Program Agenda

Day 1 - Learn a framework for creating demo scenarios w/hands-on exercises

Uncover needs and pain points for users and managers and connect them to top-down strategic initiatives to cover all agendas
Create a library of demo scenarios that collectively tell a compelling value story and connect user benefits to executive-level strategic initiatives
Define your unique differentiation and use it as a theme throughout the demo to give buyers the "bottom line" reason to buy from you
Create and avoid competitive traps to keep the competition on the defensive

Day 2 - Techniques for delivering an engaging demo (web or face-to-face)