Now that the internet has become ubiquitous, its use for all types of business purposes has broadened. For many organizations being able to inexpensively demonstrate their software applications on the web has allowed them to increase their exposure and their potential customer base. Unfortunately if these web demos aren’t conducted properly they can damage the opportunity rather than enhance it. This program is designed to help those who conduct on-line demos to better prepare, conduct and follow-up on these opportunities.

Course Process

Unlike most training courses this program doesn’t just deliver canned information and hope that it helps your team to improve. Instead we have designed this program to speak directly to the issues and needs of your organization. This is done through a unique 3-step process.

0. Our trainer audits 3 web-based demos conducted by members of your team with a goal of learning about your application, your prospect’s needs and areas where your process could be improved.
0. We adapt the course to reflect your issues and conduct it for your team in either a 1-day on-site or 4 session web-based format.
0. Personal coaching is conducted for each class member by having the instructor audit a web-based demo of every class member. This would include the audit, a follow-up phone conversation and a written summary for both the participant and his or her supervisor.

Course Objectives

• Understanding why many web-based demos are ineffective.
• Learn how to communicate effectively with your sales team.
• Develop a process to properly prepare for your demo.
• Design specific questions to engage your prospects during the demo.
• Create a flow to the demo that maintains the prospect’s interest.
• Avoid common mistakes that allow your listeners to disconnect from your presentation.
• Get tips and ideas on how to be more interesting and entertaining when presenting over the web.
• Discover ways to get your prospects to honestly assess your application.
• Develop clear next steps at the close of your presentation.
• Come away with a systematic follow-up process.

Course Details

This evaluation, coaching and training process is designed to help your sales organization to take the best advantage of every selling opportunity by teaching your demonstration team how to be more effective and customer focused. The optimum size of the program is 6 to 10 participants.