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Demo2Win
Target audience: Beginning and experienced sales professionals who present and demonstrate technology products and services.
Duration: one day
Language: English
Gristel Tali, CEO, BCS Itera: We are very satisfied with the quality of the course provided by 1ClickFactory PDC. We chose this course as we think it is critical for every consultant and salesman in our company to be able to prepare a proper demonstration for the customer. Of course, software demonstration itself can't win the deal, but by delivering a poor presentation you can surely loose one. We want to be sure this doesn't happen to us.
Tomas Kazokas, Managing Director, Softera Baltic: The decision to run Demo2Win course for our employees was very beneficial for our company: our consultants had an opportunity to practice on delivering software presentation and get a qualified feedback on what best practices should be applied as well as demo crimes to be avoided. Additionally, as this course was delivered particular to our company, we were introduced with some team techniques - this is very important, as in reality presentation to a prospect is delivered not individually, but while working with team.
Trainers: Inga Sartauskaitė, Partner Development Center Manager, 1ClickFactory.
Inga is a devoted sales specialist. She has a strong background in supporting partners in sales and marketing activities. For more than 10 years Inga was involved in delivering various sales trainings, building business cases for the clients and coaching people how to make successful sales presentations. Before joining the software industry Inga held a director of commerce position in the international radio station.
COURSE OVERVIEW
The bulk of the Presentation Delivery Skills workshop focuses on the delivery elements of a technology presentation and demonstration. Technology professionals will learn numerous techniques for effectively engaging their audience, showing business processes to different personality types, delivering benefits, and selling value during the demonstration or presentation event. Throughout the workshop, the client's products and solutions are used to deliver examples of best-practice techniques as well as the most common mistakes (Demo Crimes) committed during technology demonstrations and presentations. Attendees will participate in a number of small group exercises that will provide them an opportunity to practice the skills they are learning.
COURSE OBJECTIVE
The course objectives are:
- To introduce audience to the 2% factor - the difference between winning a deal and coming in second place.
- To review „Demo Crimes" and how to avoid them.
- To introduce audience to the structure of the successful demonstration. Learn how to deliver "operational benefits" during the demonstration that culminate into value benefits to build a compelling case for the customer.
- Learn how to support the demonstration using visual techniques to help your message stick.
- Hear how to use engaging techniques to open and close a demo segment delivering value benefits to the audience effectively.
COURSE OUTCOMES
The goal of the Demo2WIN!® workshop is to deliver a practical, proven set of skills, tools and procedures that participants of the workshop can immediately put to use to improve their demo-to-win ratio.
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