John Care (Mastering Technical Sales) and I were
discussing this question and realized that other folks may be similarly wondering…
Regarding clicks or screens per minute, the simplest rules are as follows:
Overarching Rule:
Focus on the Specific Capabilities the customer needs to
see. You are not obligated to try to
pack as many screens and clicks into the allotted time – quite the opposite!
Mousing Rule of 5:
1. Fewest Number of Clicks to execute any task
(this is the most important guideline).
2. Move the mouse slooooooowwwwwly and
deliiiiiiiberately (second most important) - avoid "Zippy Mouse
Syndrome".
3. Don't hunt for the click location with your
mouse; use your eyes to find the click location, THEN move the mouse to it.
4. Don't circle your mouse madly once you arrive
and the desired location - use highlighting, annotation tools, or related
methods when operating over the web and/or physically point with your
hand/fingers/stick pointer when face-to-face.
5. Be aware of the size of your mouse cursor - you
may need to enlarge it, depending on screen resolution.
Screen Display Rule of 3:
1. For important screens (such as Illustrations in
Great Demo!), describe WHAT the audience is seeing, HOW it can help address
business problems, and HOW MUCH gain/savings (the Delta) could be achieved.
2. For transition screens (screens that must be
seen while executing a workflow, for example), only BRIEFLY describe what you
are choosing - no extra "if", no "or", no "also".
3. For end-of-workflow screens, remember to
summarize - then pause - before going on to the next demo chunk or segment.
Other thoughts?
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