How Are Sales Demos Different from Training?

 

Only with respect to the exchange of money…!

In both cases, you are asking people to change. Accordingly, you can apply many of the key Great Demo! concepts to both sales demos and training.

5 Key Ideas:

1. Describe WIIFT – What’s In It For Them
2. Show WIIFT
3. Make it look easy
4. Map to importance
5. Stay focused

5 Key Habits

1. Start with the WIIFT (Situation Slides)
2. Show the payoff (Illustrations: “Do the Last Thing First”)
3. Use the fewest number of clicks (“Do It”)
4. Apply Inverted Pyramid (“Peel Back the Layers”)
5. Park questions as appropriate (Manage questions and time)