Presentation "Survival" Guide


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 learn to make a perfect discovery for the software demonstration. We discuss some technical tasks and how to get an interview for the process discovery. Another task is to check the infrastructure for a perfect demonstration. We will also discuss some objection handling techniques to be prepared and where to find helpful content and links.

Focus areas

  • The discovery phase for a software demonstration
  • The discovery interview
  • Prepare a software demonstration
  • Check the infrastructure
  • Objection handling
  • Helpful SAP content
Learning Objectives:
  • Understand the demo discovery phase
  • Sales strategy (pain or value oriented)
  • Ask for an discovery interview
  • Be able to prepare a software demonstration
  • Industry Briefcases
  • Be able to check the infrastructure
  • Be prepared for the classical SAP objections
  • Where to find the SAP-Demo-Tools and SAP Links
Business Impact / Benefits:
  • Shorter sales cycle
  • Less presales costs
  • Increase your win rate
Didactical Method: Lecture, practical application of assets in exercise with short role play, discussion, watch good examples by movies
Enablement Level: 2

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