Presentation structure


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 identify the most effective concepts of an excellent software demonstration. Get full attention, have a clear structure and make the time productive for the prospect. We will learn to design every scene of a demo and for every scene we will make a value proposition. It is very helpful to distinguish between the operational benefit and economic benefit of an ERP function.
The sub scene is structured in the most important parts: a TELL for introduction and orientation, a SHOW to show the software and a TELL to talk about the operational benefit for the prospect. One of such sub scenes should not be longer than 4 - 8 minutes.

Key Points:

  • Attention
  • Clear structure
  • Orientation
  • Operational benefits for an ERP function
  • Limbic Techniques
Learning Objectives:
  • Understand the concept of demo scenes and sub scenes
  • Be able to find the best start scene
  • Be able to make a short and effective self introduction
  • Understand and use the most impressive demo structure: TELL - SHOW - TELL
  • Be able to use limbic techniques during the demo
Business Impact / Benefits:
  • Show software in an excellent stile
  • Explain the benefit for the prospect
  • Increase your professional reputation
  • Increase your win rate
Didactical Method: Lecture, practical application of assets in exercise with short role play, discussion, see good examples by movies
Enablement Level: 2

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