Demo2WIN

Announcing Demo2WIN! for Microsoft Dynamics Partners! This course is a one-day, instructor-led course designed to help you improve your demos and subsequently your demo-to-win ratio. It has been specifically designed to meet the needs of Microsoft Partners and includes integration with the Microsoft Solution Selling Process.

The Demo2WIN! course provides participants the skills, strategies and structure needed to make the business critical elements of the demo impactful, memorable and value-based. The course consists of a combination of E-learning lessons, instructor-led classroom training, and actual development, delivery, and critique of mock presentations.

Demo2WIN! breaks down the components of great presentations and demonstrations and provides easily understood principles to help guide your organization through the process of building demonstrations that address customer pain points, not just show-off flashy functionality.

The trainers instructing the course have received their instructor certification from 2WIN! Global, a company of sales professionals that have learned by experience and research exactly what constitutes an effective demonstration using real-life corporate experience matched with Microsoft methodologies.

This course will guide you in the most compelling ways to sell value, simplify the appearance of the software, connect with the prospects and create memorable demos for your customers – all success factors in winning more business! 

Prior to the course each attendee is required to invest the time in learning the course's core philosophies to establish a foundational knowledge that is absolutely key to making the workshop productive.

• Follow the E-learning course for Demo2WIN! that provides you with the essential, foundational knowledge that you need to make the class productive.  Each participant should budget 3-4 hours for the E-learning course.  Your seat at the course will only be confirmed once you have completed the E-learning course.
• Once you have completed the E-learning course, prepare and practice a 15-minute demo which includes the three key demo scene components: a Limbic opening, Tell-Show-Tell loops and Value closing.

Session 1 – The 2% Factor

• Pre-Learning review - The difference between winning a deal and coming in 
   second place is usually only 2%
• Top 10 demo crimes committed, why they are committed and how to correct
   them

Session 2 – Demo Scenes & Sub-Scenes

• Pre-Learning review of the Three Guiding Principles of Demo2WIN!
   - The Limbic system in the human brain
   - Demo Scenes & Sub-Scenes (a movie view of a demo)
   - Managing your demo effort – the 80/20 rule
• Video examples of the Tell-Show-Tell technique for a Sub-Scene
• Video examples of crimes – The Field by Fielder and Data Dump

Session 3 – The Tell-Show-Tell Technique

• Pre-learning review the Tell-Show-Tell Technique to demonstrate a sub-scene
   item
• Building a case for value (Operational Benefits)
• Video examples of the Tell-Show-Tell technique using a black screen &
   untethering from the keyboard
• Video examples of crimes – I Love This Part of My Software and The
   Condescending Presenter

Session 4 – Visually Supporting a Tell-Show-Tell

• Pre-learning review - leveraging PowerPoint for your opening & closing tells
• Flipchart & Whiteboard use for variety and limbic effect
• Video examples of the visually supporting techniques
• Video examples of crimes – Teaching vs. Demonstrating and Technobabble

Session 5 – Opening & Closing a Demo Scene

• Pre-learning review – Using Limbic Techniques to Open & Close a Scene
• Delivering value a) the right way and b) at the right time (Value Benefits)
• Video examples of opening & closing a scene
• Demo crimes related to opening & closing a demo scene