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Demonstrations skills training (Part 2)

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Demonstrations skills training: this is Part 2 of a two-part segment on demonstration skills training.

Demonstration skills training: why, when, how

To read Part 1 of this Demonstration skills training module, see above on this blog.

4: Conduct the body of the demonstration.

The objectives you negotiated earlier with the prospect (as part of the “Gentleperson’s Agreement”) will normally serve as topic headings in structuring your coverage. Resist the temptation to take the prospect on a guided tour of every aspect and capability of your product.

Instead, organize your coverage so that you show how each of the agreed-upon objectives can be accomplished.

As you finish your coverage of each objective, pause and ask the Decision Maker and others on the team to confirm that they understand the points you have made. Make sure they understand how this aspect of your product fills the specified need.

If their understanding does not seem to be clear, or if they hesitate or disagree, pause to find their root concerns and deal with them before moving on to the next objective.

Be direct in comparing your proposed method and their present system (if one is in place): Continue reading → Demonstrations skills training (Part 2)

Demonstration skills training (Part 1)

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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)