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The demonstration or presentation of complex products like technology or medical devices is like leading a person over a treacherous ravine. Throughout a demo or presentation, your prospect wants to run back to the relative safety of their existing world. This book will help you comfortably lead your prospect to your solution and make you the best demonstrator and presenter in your field!Tactics that you will find useful include:
- Identifying and avoiding Demo Crimes
- Winning demo techniques like "Tell-Show-Tell"
- Building a value case for your solution
- Managing your audience and reading their personalities
- Creating winning themes
- Performing differentiating Web demos and presentations
- Conducting high value Discoveries
- Managing your room environment
- Winning teamwork techniques
- Sales Rank: #51290 in Books
- Brand: Brand: Demonstrating To WIN
- Published on: 2011-07-20
- Original language: English
- Number of items: 1
- Dimensions: 8.50" h x .78" w x 5.50" l, .88 pounds
- Binding: Paperback
- 342 pages
- Used Book in Good Condition
Review
"The absolute gold standard text for preparing and executing compelling product demonstrations...bar none." - Russell Pike, Group Vice President, Oracle Corporation
"Bob is among the most influential people ever to influence B2B sales. This book will have a greater impact on your customer interactions and help you win more deals than any other you will ever read!"
Gavin Style, Managing Director, Global Head of Sales for Asset Management, SunGard
From the Author
The difference between winning and losing a highly competitive deal is very narrow. Statistically it is proven to be 2% or less. This book is all about the tactics and strategies you need to consistently win those competitive deals. There is no complexity involved! You will be able to apply these winning tactics the moment you close the cover of the book. Give it a try and visit us at 2WinGlobal.com if you want to learn more. Bob Riefstahl
From the Back Cover
Bob is considered an expert by other sales and demonstration professionals because of his dedication to research and analysis of every aspect of complex solution demonstrations. He spent 20 years selling, presenting and demonstrating technology before founding 2WIN! Global. Bob's firm 2WIN! Global is headquartered in Colorado Springs, Colorado, U.S.A. "The absolute gold standard text for preparing and executing compelling product demonstrations...bar none." - Russell Pike, Group Vice President, Oracle Corporation
"Bob is among the most influential people ever to influence B2B sales. This book will have a greater impact on your customer interactions and help you win more deals than any other you will ever read!"
Gavin Style, Managing Director, Global Head of Sales for Asset Management, SunGard
Most helpful customer reviews
2 of 2 people found the following review helpful.
Three Stars
By Mr. Ricketts
The class is great. The book is long winded.
1 of 2 people found the following review helpful.
A must read for professionals engaged in complex sales
By Eric
My perspective on this book comes from two dimensions; reading it and living it. I read the original book a number of years ago and have implemented Riefstahl's tactics and strategies with my own global teams with great success. I have also hired his firm to formally train and implement their methods with my teams and it has resulted in substantial improvements in our win rates. This new version of the book takes those ideas, modernizes them and takes them to an entirely new level. The truth is, there are no other books on the market that encompass what Riefstahl has done with this book.
Demo Crimes - These are the mistakes that people make when performing demos and Riefstahl is spot-on! He's not condescending in his description of the crimes but rather connecting. Not only does he talk about the mistake, he discusses what results you can expect when committing the demo crime and how to avoid the crime. I've seen some imitators come forward since his original book but none of them come close to Riefstahl's ability to get you moving in the right direction.
Discovery - I have led global teams at some of the largest software companies in the world (you know the names) and the disciplines needed to enforce discovery are finally taking place due to the impact that Riefstahl's firms (2WIN! Global) has had on the global software market. To perform any type of complex product demo without some form of discovery is absurd and Riefstahl does an excellent job of analyzing the different types of discoveries that take place today. Whether your discovery takes the shape of a telephone call, brief meeting or, in-depth multiple meetings, you will get ideas that will uncover exactly what you need to present, demo and discuss.
Demos - At the end of the day, that's why you're considering buying this book right? There is gold in this book for strategies and tactics for winning demos. For example, Riefstahl introduces the reader to the tactic of tell-show-tell whenever you demonstrate a feature in your software. As basic as that might sound, it's brilliant. Tell them what you are about to show them (and he offers a variety of ways of doing that), show them only what you told them you were going to show them and tell them what they saw in the form of a benefit! He discusses how a demo should be opened, why sometimes it makes sense to start a demo with what you believe your prospect will see as the most valuable feature whereas other times you hurt yourself by doing that. Whether your product presentation is 30 minutes or 3 days this book will give you ideas that will make you better.
Web Demos - I list this a separate category because let's face it, web demos are different! Regardless of your web demo/presentation platform (Webex, Adobe, GoToMeeting, etc.) Riefstahl provides strategies and tactics for leveraging this technology to the point of differentiation. How many web presentations have you seen that are so boring that you find yourself checking e-mail mid-way through? No longer!
Teamwork - For anyone who has team demos or presentations, you will now have a strategies and tactics that will have the prospect wondering why they would buy from anyone else. Riefstahl provides tactics you can immediately put to use across your team that are easy to implement and immediately impactful.
Bottom line? If you demonstrate or present any type of complex product, whether it is software or anything else, buy the book and act on Riefstahl's tactics and strategies. It will help you win more business.
0 of 0 people found the following review helpful.
The Demo they WILL remember
By Rob F
A MUST read for EVERY SE. You will learn tips and tricks that really make a difference. And when your rep doesn't (or can't) do any discovery for a demo, you will at least know what to ask before you begin to differentiate you from the competition and BE REMEMBERED!
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