Frequently!
In Great Demo! methodology, our guidance includes:
- Right at the beginning of the demo, when presenting your Situation Slide(s).
- When you describe Illustrations (which should include What the audience is seeing, How it helps to solve their problems, and the tangible Value associated with make the change).
- In interim summaries.
- In your Final Summary.
In comparison with mere words, crisp communication of value using numbers elevates your prospects’ understanding and dramatically increases the utility of the information. Numbers enable a magic that words alone cannot achieve!
Resources:
“The Million Dollar Demo and the Good Little Salesperson”
Page 74 in “Suspending Disbelief: A Collection of Sales, Presales, and Marketing Stories
(and Lessons Learned)
Great Demo! Third Edition:
https://www.amazon.com/dp/B0C9SNKC2Y/
Demo Effectiveness Study:
Seven Validated Habits for Stunningly Successful Demos
https://greatdemo.com/7-validated-habits-for-stunningly-successful-demos/
Making Numbers Count
https://www.amazon.com/gp/product/B08VJKX427/ref=ppx_yo_dt_b_search_asin_image?ie=UTF8&psc=1
Let’s Talk About Value – Uncovering the Delta
https://greatdemo.com/lets-talk-about-value-uncovering-the-delta/
Doing Discovery:
https://www.amazon.com/Doing-Discovery-Important-Enablement-Processes/dp/B0B8RJK4C2/
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