* mandatory
To make you a confident presenter or demonstrator, helping you to create and deliver presentations that engage your audience and motivate them into taking action or ensuring your demonstrations create a vision of success that your prospects will buy into.
BTEC Level 1 in Creative Technologies
Basingstoke College Of Technology (Visit website)
Information and Communications Technology GCE AS Level
Guildford College Of Further And Higher Education (Visit website)
Level 1 BTEC Diploma in Business with IT
Farnborough College Of Technology (Visit website)
OCR IT Users Certificate Level 1 (CLAIT)
Eastleigh College (Visit website)
Computing - Beginners [HDF4711G]
Surrey Adult And Community Learning (Visit website)
How to give an effective demonstration of your technology, which focuses on the wants/needs of your prospect and shortens the sales cycle. Course Outline This workshop explores the attributes of an effective demonstration. While every company's software and hardware solutions are different, the structure and rational behind an effective demonstration is common across a wide range of different industries and solutions. This workshop is based on the principle that effective demonstrations should show prospective customers solutions to their problems, rather than the features of your products and technology. It starts by questioning why we give demos and what the purpose is of a demonstration. We then move through how to establish the benefits that your prospective customer is seeking and how to qualify your customer and ensure that your demo hits the spot. One of the keys to a good demonstration is to adopt the pyramid principle, which is familiar to every journalist. This starts by looking at the end result and then fills in progressive levels of detail. Course Objectives: By attending this workshop you will gain a clear understanding of what works and what doesn't and will develop a structure for your future demonstrations that you can use again and again. Format: This course is designed to be highly interactive because Young Markets believe that people learn best by doing rather than just by listening. Please bring a laptop and come prepared to give a demo of your solution. Participants: Ideal participants are Pre-sales consultants, support engineers and anyone who has to demonstrate software or technology to prospective customers as part of the sales cycle. What will I Learn? You will learn how to ensure your demonstrations impress your prospective customers and generate buy-in to your solution. What questioning techniques to use to discover the real needs of your prospect. Based around the acronym OPERA which stands for Objective, Presenter, Equipment, Running order and Audience, the workshop will get you to reconsider why you are giving a demo, what the benefits of your solution are and how best to demonstrate those benefits to your customers. Agenda: Introductions Purpose of a demonstration Features Advantages and Benefits Qualifying your audience Coffee Demonstration Structure Making it memorable Lunch Practicals & Reviews Question Handling Summary
Knowledge of your products and solutions
| Starting | How long | Days you attend | Tutor | Where | Class info | Price |
|---|
|
Thu 14th Jun |
1 day |
9.00 registration
9.30 Introductions
9.45 Purpose of a Demonstration
10.00 5 Key Aspects of a demo (OPERA)
10.45 Deciding What to Show (Features, Advantages and Benefits)
Coffee
11.30 Preparing your Audience (SPIN technique)
Lunch
2.00 3 Components of every Demonstration
2.30 Demonstration Structure
3.00 Making it Memorable
Coffee
3.45 Question Handling
4.00 Practical
5.00 Summary. Part-time day |
Not specified |
Reading, RG6 1PT |
Max size:6 (places left) |
£325.00 |
|
*More info: 10% discount for multiple bookings(+VAT) |
||||||
|
Tue 17th Jul |
1 day |
9.00 registration9.30 Introductions9.45 Purpose of a Demonstration10.00 5 Key Aspects of a demo (OPERA) 10.45 Deciding What to Show (Features, Advantages and Benefits)Coffee11.30 Preparing your Audience (SPIN technique) Lunch2.00 3 Components of every Demonstration 2.30 Demonstration Structure3.00 Making it Memorable Coffee3.45 Question Handling4.00 Practical 5.00 Summary. Part-time day |
Graham Young |
Oxford, OX4 2JZ |
Max size:6 (places left) |
£325.00 |
|
*More info: 10% discount for multiple bookings(+VAT) |
||||||
|
Wed 12th Sep |
1 day |
9.00 registration
9.30 Introductions
9.45 Purpose of a Demonstration
10.00 5 Key Aspects of a demo (OPERA)
10.45 Deciding What to Show (Features, Advantages and Benefits)
Coffee
11.30 Preparing your Audience (SPIN technique)
Lunch
2.00 3 Components of every Demonstration
2.30 Demonstration Structure
3.00 Making it Memorable
Coffee
3.45 Question Handling
4.00 Practical
5.00 Summary. Short full time |
Graham Young |
Guildford, GU2 7YB |
Max size:6 (places left) |
£390.00 |
|
*More info: 10% discount for multiple bookings(+VAT) |
||||||
|
Tue 23rd Oct |
1 day |
Short full time |
Graham Young |
City Of London, EC4N 7DZ |
Max size:6 (places left) |
£390.00 |
|
*More info: 10% discount for muliple bookings |
||||||
|
Wed 12th Dec |
1 day |
9.00 registration
9.30 Introductions
9.45 Purpose of a Demonstration
10.00 5 Key Aspects of a demo (OPERA)
10.45 Deciding What to Show (Features, Advantages and Benefits)
Coffee
11.30 Preparing your Audience (SPIN technique)
Lunch
2.00 3 Components of every Demonstration
2.30 Demonstration Structure
3.00 Making it Memorable
Coffee
3.45 Question Handling
4.00 Practical
5.00 Summary. Short full time |
Graham Young |
Basingstoke, RG24 8AL |
Max size:6 (places left) |
£390.00 |
|
*More info: 10% discount for multiple bookings |
||||||
|
Wed 12th Dec |
1 day |
9.00 registration
9.30 Introductions
9.45 Purpose of a Demonstration
10.00 5 Key Aspects of a demo (OPERA)
10.45 Deciding What to Show (Features, Advantages and Benefits)
Coffee
11.30 Preparing your Audience (SPIN technique)
Lunch
2.00 3 Components of every Demonstration
2.30 Demonstration Structure
3.00 Making it Memorable
Coffee
3.45 Question Handling
4.00 Practical
5.00 Summary. Short full time |
Graham Young |
Basingstoke, RG24 8AL |
Max size:6 (places left) |
£390.00 |
|
*More info: 10% discount for multiple bookings |
||||||
Intermediate
Sales Techniques, Information And Communications Technology (General), Business Information Technology
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UPDATED on 08 May 2012: "The Effective Demonstration Skills" offered in City Of London by Young Markets.
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