Demo Discovery Overview eBook

(HTM/SW

F)

 27 mins

June 3,

2013 

 

At the end of this lesson, you will be able to:

Describe the three types of Discovery and identify when they take place during the sales cycle

Explain what a Demo Discovery is, why it should be done, who should be involved, and when and where it should be performed

Describe the two primary activities involved in conducting a Demo Discovery

List four challenges associated with doing a Demo Discovery

Two Guiding Principles for Doing a Demo Discovery eBook

(HTM/SW

F)

 23 mins

June 3,

2013 

 

At the end of this lesson, you will be able to:

Describe the two key principles that will help you prepare for and conduct an effective Demo Discovery

Define the three Greek terms that provide the conceptual foundation for your being able to deliver a persuasive message

Explain the importance of the concepts of persuasion as they relate to establishing strong relationships with your prospect

Explain how the investigative techniques used by detectives on television programs can be used during a Demo Discovery to help you effectively gather information about your prospect

Best to Worst Demo Discoveries eBook

(HTM/SW

F)

 26 mins

June 3,

2013 

 

At the end of this lesson, you will be able to:

List the five different levels of Demo Discovery events

Describe the key characteristics of a Demo Discovery performed at each level

Understand how well the goals of Discovery can be achieved at each level

Five Steps to a Winning Demo Discovery eBook

(HTM/SW

F)

 32 mins

June 3,

2013 

 

At the end of this lesson, you will be able to:

List the five steps that you should follow for a successful Demo Discovery

Identify the four primary types of objections a prospect may raise when you are performing your Demo Discovery

Describe two techniques you can use to handle these sorts of objections

Identify the two people who especially need to be properly prepared for your Demo Discovery interviews

Identify and describe an important technique that will help you prepare for your Demo Discovery interviews

List three important pieces of information that should be included in your Demo Discovery introduction

Building and Using Effective Interview Questions eBook

(HTM/SW

F)

 43 mins

At the end of this lesson, you will be able to:

List the key components of the process that will help you build and use effective interview questions

Describe how your strategy will help you determine your overall discovery approach and which questions to ask during a Demo Discovery interview

Explain the methodology that will help you identify and create effective interview questions and use them properly during an interview

Identify the four situations during your Discovery and demonstration events when your prospect will be able to see evidence of the value of your Demo Discovery process

June 3,

2013 

 

Three Pearls of a Demo Discovery eBook

(HTM/SW

F)

 25 mins

June 3,

2013 

 

At the end of this lesson, you will be able to:

Describe the best approach for beginning and ending your Demo Discovery interviews and identify how not to begin your interview

List the Three Pearls of a Demo Discovery

Explain how the Three Pearls can be incorporated into an interview tool

Discovery-to-Demo Transition - Part I eBook

(HTM/SW

F)

 15 mins

June 3,

2013 

 

At the end of this lesson, you will be able to:

List two of the three Post-Discovery transition considerations

Explain how you should adjust your Discovery interview for a C-level executive, who will usually be a decision maker at your prospect

Describe techniques for completing your note taking after you have concluded a Discovery interview.

Discovery-to-Demo Transition - Part II eBook

(HTM/SW

F)

 17 mins

June 3,

2013 

 

At the end of this lesson, you will be able to:

List five personality types that you will be able to use to assess the people you interview at your prospect

Explain how you should make note of these types in your Interview Tool

Identify the best strategy for interacting with each personality type during your demonstration

Discovery-to-Demo Transition - Part III eBook

(HTM/SW

F)

 23 mins

June 3,

2013 

 

At the end of this lesson, you will be able to:

List two important Pre-Demo considerations

Explain how the Three Pearls of a Demo Discovery can be used to prioritize the features, functions and capabilities that you will show in your demonstration

Identify a four-code scheme that can be use to prioritize your Discovery findings

Describe the layout of an effective demo plan

Explain how a demo plan can be used to facilitate communication before, during and after the demonstration

 Discovery Crimes - Part II eBook

(HTM/SW

F)

 15 mins

June 3,

2013 

 

At the end of this lesson, you will be able to:

Explain the unique relationship the Discovery Process has to “Demo Crimes”

Identify the first two of the five most commonly committed “Discovery Crimes”

Describe the characteristics, categories and dangers that you and your colleagues can use to identify these “Discovery Crimes”

List the Correcting Techniques and Best Practices that can be used to avoid committing these “Discovery Crimes.”Download the eBook to your computer.

The „FishOn!“ Framework and Responses eBook

(HTM/SW

F)

 23 mins

June 3,

2013 

 

At the end of this lesson, you will be able to:

Explain the origin of the term "Fish On!" and how it applies to the handling of questions and objections raised by your prospect

List the five steps that make up the Best Practice framework for responding to particularly difficult questions and objections

Describe the key components of an effective response

Describe the tool which you can use to organize and document your "Fish On!" responses

Best Practice Tips - Part I eBook

(HTM/SW

F)

 17 mins

June 3,

2013 

 

At the end of this lesson, you will be able to:

Describe the first six of the twelve practical techniques that will help you respond to questions and objections raised by your prospect.

The "Feel-Felt-Found" Technique

The "Move Before Answering" Technique

The "Black Slide" Technique

The "Gift of Yes" Technique

The "Write Down the Question" Technique

The "Don't Answer Every Question" Technique.