Show Notes
Demos are great sales tools – if they are given correctly. As with any sales technique, there are ways that you can use it poorly and, as a result, can put the opportunity at risk. What do you prepare for? What happens if you are asked a question you cannot answer? Rob Pugh, IBM Security Technical Sales Specialist, shares his views on the best way to prepare and give a demo and how to remain professional in the face of questions you may not be able to answer right there and then.
Giving great demos is not just a skill for GDE sellers, but it is a necessary skill that needs constant practice. Books, such as “Great Demo!: How To Create And Execute Stunning Software Demonstrations” by Peter Cohan, remind all sellers of the insights we should never forget (and skills we should always practice) when we are given that one opportunity to make a great first impression about our product, our knowledge, and our skill.
