Author name: Paul H. Pearce

While this information does not signal the demise of the seller’s role, it does require that we use more advanced and effective mechanisms to influence and impact buyers’ decisions, especially when providing a demonstration.  Fortunately, demonstration skills improvement courses have existed for years yet many train traditional practices originated in the early 2000s.  As an example, you may have heard of one demo approach simply illustrated as Tell, Show, Tell (T-S-T).  The traditional Tell, Show, Tell approach has served the industry well for years and has helped many presales consultants improve their ability to tell stories and connect with buyers.   When we consider new research from the world’s leading sales methodologies we find that the old school practices are simple yet have failed to keep pace with innovation and best practices.