Implement what you have learned with presentation exercises


Delivery Type: Classroom
Sales Team Role Focus: Neutral for Sales, Presales, Consultants, Executives
Solution Focus: Generic for all solutions: SAP Business All-in-One, SAP Business One, SAP Business User
Short Description: In this session we will see the most common demonstration crimes. We will discuss new options and we will make exercises to improve the demonstration skills. Analyse the movies will improve the ability to make excellent software demonstrations.

Key Points:

  • What is a demonstration crime (SO WHAT)
  • Avoid the FIELD by FIELDER
  • TELL-SHOW-TELL for a clear structure
  • The LIBMIC START as a challenage
  • Use the NWBC to demonstrate SAP ERP
Learning Objectives: Understand the secrets of a great software demonstration:
  • Not every interview partner is your friend - discovery interview
  • No orientation for the prospect - SO WHAT
  • Be able to distinguish between a software training and a software demonstration (TEACHING versus DEMONSTRATION)
  • Be able to demonstrate a subscene: Limbic start (LIMBIC versus COMEDY)
  • Understand the importance of the Tell Show Tell Scene: Opening, Demo, Operational benefit -> next subsequence
  • Avoid the field by field jumping
  • Don´t answer every question with a software demo (demo reflex): Pareto rule: 80:20
Business Impact / Benefits:
  • shorter sales cycle
  • Increase your win rate
Didactical Method: Lecture, practical application of assets in exercise with short role play, discussion, see good examples by movies
Duration: 90 minutes
Enablement Level: 2

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