Tips, thoughts, tools, techniques and practices to increase success rates with software demonstrations
Tuesday, July 5, 2011
Introducing the Demo - Like the Evening TV News
A number of Great Demo! Workshop participants have enjoyed good success in positioning “Do the Last Thing First” by drawing an analogy with the evening TV news.They tell their audience that “We are going to start, like TV newscasters do, by going you the headlines for each “story” so that you have an outline of the overall demo.Then we’ll go into each “story” section in more detail.”
Customers apparently understand and appreciate this analogy – it resonates!