Demonstration skills training: why, when, how

Demonstration skills are one of several “proof sources” to call upon as needed. What IS a proof source? It’s whatever will “prove” that your product or service not only does what you claim it does, but—no less important—that it fills the needs that you and the prospect have agreed upon are significant.

That may seem to be restating the obvious: that we use proof sources (like demonstration skills) to prove points to the prospect.

Obvious, perhaps, but sometimes forgotten. A lot of (usually ineffective) sales people use their demonstration skills early-on, as a sort of general sales “thingee.” If you’re demonstrating a magic trick it maybe does make sense to demo it before you talk about it. Continue reading → Demonstration skills training (Part 1)