|Heathrow||Thurs||23rd May 2013|
|Guildford||Tues||2nd July 2013|
|Reading||Fri||6th September 2013|
|Oxford||Tue||15th October 2013|
|Heathrow||Tues||3rd December 2013|
This one-day workshop costs £375 (+VAT) per delegate
Participants are expected to bring their own laptop to practise
For a tailored in-house version of this workshop the cost is normally £1150 (+VAT)
There are very few courses available which cover how to give an effective technology demonstration. My demonstration workshop does just that. It is aimed at pre-sales consultants or support engineers, i.e. the technically minded people who demonstrate your products and solutions to prospective customers.
In my experience pre-sales people usually learn how to give a demonstration by watching their predecessors giving demos. They then add their own bits and make things up as they go along, Once someone has been with the company for a few months they rarely have the opportunity to see anyone else demonstrate the products so they carry on doing it how they do it.
This results in widely differing demonstrations of the same product by different people in the same company. The second problem with giving demos is that the people who give them tend to be technically minded, not sales oriented. This is inevitable to a great extent, but it does mean that unlike many of their prospective customers they have an innate interest in the technology.
My demonstration workshop starts with the basic question "Why give a demo?" which focuses the participants minds on why they are doing the demo and what the objective of their demo should be. We then cover the basics of a solution selling approach before looking at the anatomy of an ideal demonstration. In the afternoon we focus on practicals, where people can run through their demonstrations and get honest feedback for their colleagues and peers on how effective it has been and suggestions for any areas of improvement that may be highlighted.
As with my presentation skills training, the effective demonstration workshop is very interactive as I believe people learn best by doing rather than sitting listening.
Purpose of a Demonstration
5 Key Aspects of a demo (OPERA)
Deciding What to Show (Benefits not Features)
Discover what your audience need (Find Out First!)
3 Components of every Demonstration
Making it Memorable
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