Where are you with the ten levels of demo skills?
Level 1: Follows the standard demo script.
Level 2: Customizes based on the prospect’s market/industry
Level 3: Customizes based on the discovery information uncovered
Level 4: Communicates tangible business value
Level 5: Applies both Vision Generation and Technical Proof demos
Level 6: Manages and explores prospect questions
Level 7: Uses Biased Questions to outflank competition and reengineer vision
Level 8: Applies storytelling techniques to reinforce key ideas
Level 9: Applies these skills to the broad range of demo scenarios required, including demos for prospects occupying different portions of the Technology Adoption Curve, transactional sales cycles, expansion opportunities, Executive Briefing Centers, presenting new products, lunch and learn sessions, tradeshows, demos for analysts and third parties, channel partners, internal demos, and other scenarios
Level 10: Captures and reuses demo success scenarios, and integrates, aligns, and leverages the skills above into a cohesive demonstration methodology.
It can often take six months or longer for a new hire to adequately achieve Level 1. The next several levels may require years to attain, and for many people Level 9 is a lifetime journey!
Read the list again and honestly assess yourself (or your team).
If you are unfamiliar with any of the terms or practices, grab or listen to a copy of Great Demo! to improve and expand your skillset: https://www.amazon.com/dp/B0C9SNKC2Y/
Even better, take a Great Demo! Workshop to accelerate your skills learning and application!
No comments:
Post a Comment