• Pre-Sales
• Sales and SE Management
• Field Development
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People who are detail oriented will be most convinced by a demo. People who are results, bottom-line oriented will be least convinced.

SEdemo is a two-day instructor-led course specifically designed to sharpen the skills of those who give demonstrations as an integral part of their Solution Sales Cycle.  We incorporate videotaped sessions, workshops, and exercises to aid in the delivery, personalization and structure of a customer-focused, value-oriented demonstration, including the students’ actual sales demos.  SEdemo is similar to SEpres (Technical Presentation Skills) except SEdemo focuses specifically on technical demonstrations.

The workshop pays particular attention to establishing credibility and to the inclusion of quantified value-oriented statements within the SE's demo.  Visualization techniques are taught so customers retain your messages more than the competition's.  SE's learn that value statements for differentiated unique selling points are key in establishing value.

SEdemo also provides verbal and non-verbal skills improvement through the use of videotaped feedback and peer review.  Many creative and fun exercises augment the learning experience.  Students are given their own private videotape at the conclusion of the class for future review.

Most customers get lost and/or bored during presentations. Try developing a flow to the demo consisting of feature, function, value, feature, function, value, etc. Get up and white board some material. Ask the customer to white board ideas with you. Ask, "Could you show me how this would look in your environment?".