At some point in your sales cycle, your prospect wants to see your product in action. This is a very critical step toward closing the sale, because a product demo can make or break a deal. But how should you start your demo? Too often, a sales engineer just jumps into the water with both feet. Wouldn’t […]
Ideally, a software demo moves the sales cycle forward. Your aim, as a demonstrator, is to convey to your audience just how user-friendly your product is, while at the same time showing how it adds value to their business. Delivering your demo poorly, however, often leads to the opposite: it kills sales. To help you […]
Peter E. Cohan is the author of Great Demo!, one of the few books specifically written for product demonstrators. As of today, he is also the author of the first ever Christmas Story for product demonstrators: ‘Twas the Night Before The Big Demo (with apologies to Clement Clarke Moore): ‘Twas the night ‘fore the demo and all […]
Whenever you are introducing a new product or idea, you are proposing change. Change, however, is often met with skepticism. You have to invoke strong mental images in your audience to which they can relate to in a good way, or otherwise your proposed change may not be perceived as positive change at all. Facts […]
The above presentation was created with Prezi – my favorite new slide show alternative.