Demo Skills Level 8 – Applies Storytelling!

Next to “communicating business value” storytelling is the most frequent demo skills improvement sought by sales and presales managers. But just “wrapping a story around your demo” is not a simple or effective solution. Successful Cuentacuentos tiene que ver con la comunicación pegajosidad and the ability for your prospects to remember – and retell – your key messages.

Similarly, “A Day in the Life” demo is no an effective story. It’s just a framework and is not compelling on its own.

Level 8 practitioners use stories when presenting their most important points, critical concepts and key competitive capabilities. Stories help make these ideas memorable, enabling prospect players to retell those same stories with high fidelity within their own organization.

Stories about how other, similar customers successfully used your capabilities to address their challenges are engaging and stimulate interest: They generate hope and curiosity, “If ellos could do it, then we probably can as well – and I wonder how they did it?” This is where you harvest and apply Éxitos informales in your demos.

Stories don’t need to be Norse sagas! Sometimes, simple is better.

Never tell a good story once! When you find stories that resonate strongly, practice retelling these to tune and mejorar your delivery and their impact.

Medida(s) para alcanzar el nivel 8:

1. Utiliza relatos estructurados para apoyar capacidades o conceptos clave.
2. Bonus: Prospects volver a contar your stories internally!

Pros:

• Hace que sus demostraciones sean especialmente notables y memorables.
• Permite a los campeones volver a comunicar eficazmente las ideas clave.

Contras:

• Requiere una amplia experiencia personal o un repositorio de historias de equipo.

Grado: A

 

Want a couple of demo horror stories? (Of course you do!)

See “The Credit Card Story” and “Snatching Defeat from the Jaws of Victory”in Suspender la incredulidad:

https://tinyurl.com/yc7rsrmy

 

And here’s a bit more on “Effective Storytelling in Discovery, Demos, and More”

https://greatdemo.com/effective-storytelling-in-discovery-demos-and-more-a-never-stop-learning-article/

 

See Chapter 14 in the Third Edition of GREAT DEMO! for a complete treatment of storytelling in demos.