Steve Jobs had it Easy
Sure, his presentations and demos were phenomenal and worthy of all the praise they get. But did he have a list of requirements or maybe even a script? No. He determined what he would address; and didn’t even have to handle questions, much less objections while he presented!
Online Presentation Skills for Presales
focuses on the software sales world of product presentations and demos. It’s created and delivered by an experienced presales leader and former presales consultant who has had or coached all the ups and downs your team lives through. The downs are learning experiences. And aren’t the ups a lot of fun?
Courses are available online on-demand, without feedback and interaction. Anytime. Anywhere.
They are also scheduled 3 Times a Year. Watch for upcoming classes.
So, Jobs had it easy. But he still used outstanding presentation and demo techniques that we can learn from. One problem we have in presales, is the resistance to using proven sales techniques – because there isn’t any time during the prep. Because the prospect (or AE) only wants us to hit the keys. But there are easy, effective ways to sell even during product presentations. That’s what this course is about.
The course is available module by module on a weekly basis. This allows and requires practice time, completion of exercises, and feedback. Modules are then available to students on an evergreen basis. So, review is available whenever it’s needed. No one retains everything first time around.
Each module will contain:
• Opening Segment that explores the power and benefit of each topic we’re learning. Students will be motivated to learn and practice the techniques to follow.
• Teaching Segment where techniques are explained and put into context within our product presentation / demo world.
• Practice Segment where the student is required to complete exercises, submit videos, create scripts suitable to each topic.
Supporting material includes templates, guidelines and additional resource references.
The people at a presentation include the audience, the SE or presenter, the AE and other players. Understanding all of them gives the SE an invaluable tool.
Connect with your audience and move them to action. Predict behaviour and respond to it effectively. And understand our own behaviour well enough to handle others’ behaviour – like objections and questions, concerns and responses to stress.
The Power of Story
In this topic your team will:
- Learn how to use stories at the beginning, middle and end of their presentations and demonstrations. Their stories will keep the audience interested and help retention of your ideas and key points.
- Explore the types of stories they can use and where to get them:
- Customer stories, direct from the customer
- Case studies enhanced by personal commentary
- Relevant personal experiences
- Learn how to structure a whole demo as a story. This training will focus on the structure of story for the purpose of taking your audience to your goal destination consistently, professionally and creatively.
We need a full toolbox of techniques and approaches to make each and every presentation a persuasive, selling event. There are so many. We will cover:
We remember best that which comes first, second best that which comes last, and least that which comes just past the middle. Too often, you present with all focus on the middle – the product or service or idea you’re offering. But you need to get the audience’s attention, and have them remember your message and be driven to act.
The Power and Possibility of Presenting without PowerPoint
No matter how great your slides are, there are other visual aids that add impact and get your desired result more reliably. And often make you stand out from your competition. Learn to be confident and adept at:
- Props for Clarity, and influence
- Skits (What?! Yes, You can do it.)
- Body Language (Even walking left to right can influence your audience.)