Software demo training

If this functionality deserves more than five minutes, break it into separate use case examples additional Tell-Show-Tells. All platform. Showing feature after feature after feature until your prospect is bored to tears twenty minutes later. If this is the most powerful feature in your solution, the benefits you deliver must touch every type of stakeholder in the room, including individual contributors, managers, and executives. The delivery of the benefits is performed by pausing the screen-share of the software and turning on the webcam.

Next, share a slide that summarizes the benefits. If you are in-person, you blank the screen or display a benefits-slide, and step away from your demonstration device to deliver those key benefits. Also, creating a slide to articulate the business value of a feature ensures that I follow this process consistently and keeping my messaging focused on business outcomes, as opposed to features.

As simple as this sounds, we are all creatures of habit, and this is a real mental shift. As pre-sales professionals, we pride ourselves on our ability to have our fingers dance through the solution, improvising our way through any situation and using our product alone as our guide. Using the Tell-Show-Tell technique requires preparation, practice, and discipline. Other techniques help to remove the perception of complexity, but this technique is the foundation for all of the other related techniques.

You might need to break old presenting habits and processes. Maybe build out new slides, alter the talk tracks your using or change how you walk through parts of the platform. We built Demoflow specifically, so I could easily present using this type of methodology. Note: this blog post was originally posted in , updated in and updated again in The Tell-Show-Tell technique remains relevant and 2Win!

Bob founded 2Win! It starts with a no hassle conversation about your unique needs. If it makes sense, we will create custom training that meets your time and budget requirements. To learn more, please give us a call or click below and fill out the contact form. Your demo story needs to show how your solution solves the prospect's top 3 or 4 problems in the most concise, relevant and compelling way possible. In our classes and workshops we teach a technique called a "CRC Check" to show you exactly how this is done.

The Story should reflect the overall theme for the demo and and be comprised of "Now to Wow Stories" for each demo topic, compressed down to the essentials. Be absolutely ruthless when it comes to cutting out unnecessary detail. If you are not sure if a topic is important, ask before you waste time on it. As you do your research and discovery, always try to determine the most important problem for your prospect to solve and cover the topics in priority order.

The demo opening is typically a recap of what you believe their top issues are. If they have any changes or additions they will voice them at this time allowing you to add these changes to your demo. You also want to verify that the right people are present for the demo and that you have enough time. If a key decision maker is not available or has to leave early you may want to make adjustments to cover what is key for them or even consider rescheduling.

The demo close can be as simple as asking for the next step in the sales cycle. In complex B2B sales this may be an evaluation or Proof of Concept or a formal proposal. We then create a class that is specifically focused on making you more successful. Based on our discussions with you and your team, we create fully customized tools, resources and demo skills training that can be delivered as self-paced e-learning on-site at your facility , on-line via the web or in an open class format.

To help you with your unique demo challenges we create custom exercises, examples and training material based on your specific products and needs including:. To show the value of a strong demo and the negative impact of a poor one. To provide the tools, the knowledge, and the skills needed to craft and deliver relevant, engaging and effective demonstrations of your products.

In this exercise, I do a disastrous and funny demo of your product. Class members play the role of a prospect. I make all of the typical mistakes that should be avoided.

Class members receive a demo issue checklist and attempt to check off all the errors in the demo. Using the Demo Qualification Form, we discuss the information required to allow the FAE to translate the prospect issues into short effective demo scenarios using input from sales on the prospects needs.

The key is to Know your audience We discuss a typical demo request using the Demo Qualification Form from the previous exercise and map the specific needs to specific demo scenarios.