Introduction

New Offering! Elevator Pitch Workshop

The software demo... a bit like patting your head and rubbing your tummy, and at the same time reciting the Gettysburg address... all with enthusiasm!

The software demonstration continues to play a critical role in the software sales process.  Unfortunately this great opportunity to convince the prospect all too often goes unrealized for the simple lack of good demonstration techniques.  We invest person-months in training our application engineers and sales people in the technology and mechanics of the software product... but pay little if any attention to building top-notch presentation and demonstration skills.

Try asking your application engineers and sales people the simple question... Is the primary purpose of a demo to inform the audience about our product?  In addition to a puzzled look, you're likely to get the answer... yes, of course.  Certainly informing our audience is a noble objective... but not our primary purpose!  The primary purpose of a software demonstration, and especially early in the sales process, is to enthuse the audience... to get their emotional attachment to our product.  As the sales process progresses, we'll have plenty of opportunity to inform them of the features, functions, and benefits of our product... so that they can rationalize the emotional decision (albeit subconscious) that they've already made.

Excellent demonstration skills and techniques will secure this "emotional buy" early in the process and help fuel the ensuing "rationalization" that leads to selection and purchase of our product.  These skills are also important during the shepherding of hands-on sessions for our prospects... and in retaining control and momentum during grueling and pivotal benchmark marathons. The Demonstration Skills Workshop, a business of WAMware Ltd., delivers proven results, namely a step-function change from lackluster and inconsistent... to high-impact, sales-driving demonstrations and presentations.  Continue reading about our Demo Skills Workshop by clicking on the buttons (Testimonials...) at the top of this homepage or download our Demo Skills Workshop Flyer for complete details.