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Stunningly Awful Demo Communication – Unencrispening the Demo
Here are a few areas where we can likely improve our verbal delivery in demos…
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Advanced Topics
Stunningly Awful Sales Kickoff Demos Selling to Your Sales Force – The Toughest Customer of All!
Cries of “Who cares?”, “So what?” and “What’s this good for?” issue from the more vocal members of the audience – and everyone else appears to be apathetic. Bad news!
Stunningly Awful Demo Outcomes – Why Objections Shouldn’t Need To Be Overcome
“Help me understand how to handle customer objections…”
“My team needs to learn how to handle objections…”
What’s wrong with these requests?
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Stunningly Awful vs. Truly Terrific Competitive Differentiation – What, When, and How
Competitive Differentiation: vendors want to differentiate, vendors try to differentiate, but most vendors fail to meaningfully and successfully differentiate, in the opinion of their customers. When done poorly, differentiation can be stunningly awful; when done well it can be truly terrific!
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Surprisingly Delectable Demos – Delightful Dining Analogies
What could we possibly learn from the realm of restaurants and food that we can apply to the wonderful world of demos? Much more than that one might guess!
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Competitive Demo Situations – Biasing Towards Your Strengths
What can you do to differentiate from your competition and increase your chances for success?
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The Menu Approach – A Truly Terrific Demo Self-Rescue Technique
Have you ever been in a situation where:
a. You find yourself in front of an audience about which you know nothing of their needs or interests – and they’ve been promised a demo…
b. You are asked to join a web session, right now, and the sales person says, “They asked to see a demo…” (again, you have zero information about the customer)…
c. Someone walks up to you at a trade-show booth and says, “What do you guys do?” or “Show me a demo…”
Are you interested in a delightful self-rescue technique for situations like these?
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Stunningly Awful SaaS Demos – Lost in the Clouds
What are the challenges of presenting SaaS offerings vs. “traditional” or “on-premise” software products? SaaS demos present specific opportunities for disaster – several of which are outlined in this installment of Stunningly Awful Demos…
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Remote Demos – the Role of the “Active Conduit”
The (very) best practice for Remote Demos is to split your forces…
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Are You a Demo Expert? – Why Experts Should Feel Uncomfortable
If you are a Demo Expert, you should be consciously uncomfortable. You should always be alert to find ways to improve your practice.
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