Synopsis
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 We are an idea company that has built a deep set of actionable techniques and strategies derived from years of working with the most innovative and successful companies in the world. Our clients include Microsoft, SAP, Oracle, IBM, Getinge and many others. We adapted the ideas in this book based upon training thousands of highly paid, highly experienced professional demonstrators and presenters in every region of the world thus making it globally applicable and effective. We understand that the very best ideas are judged by their impact, and our clients validate the impact of our concepts through increased sales effectiveness every day. Don't miss out on this opportunity to truly differentiate your products and services.
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About the Author
Robert (Bob) Riefstahl sold and demonstrated complex solutions for more than 20 years. As a sales manager he witnessed hundreds of demonstrations. He became keenly interested in demonstration techniques as he watched some demonstrations soar while others failed. The question was "what differentiates a good demonstration from a bad one?" This book breaks the code and answers that question.
In the first print of the book, Mr. Riefstahl provided his readers with a unique look at what makes some demos succeed while others failed. Shortly after publication of the first edition in 2001, Mr. Riefstahl and his first partner Ross Jacobsen started 2WIN! Global. Since the first edition of the book went to print, much has changed as his firm soared to success across the world. The firm has consulted and trained in over 25 countries to tens of thousands of software, hardware and medical device professionals. Their clients have included global organizations such as Microsoft, IBM, Oracle, SAP, Adobe, Cisco, SolidWorks, Siemens and many, many others. 2WIN! Global has helped tens of thousands of high performing-highly paid professionals improve their presentation, demonstration and team selling tactics. This latest edition of the book provides the readers with new insights that incorporate the global experiences of the 2WIN! Global team.
Born near Chicago, Illinois, Robert Riefstahl graduated with honors from Northern Illinois University with a Bachelor of Science degree in Marketing. He immediately began demonstrating technology equipment and software as a territory salesperson for the Burroughs® Corporation until he joined a small start-up firm that created and sold physician-billing software. This continued successfully until 1990 when he joined a fast growing software firm called NxTrend® Technology. In 2001, Mr. Riefstahl started the firm 2WIN! Global. Today they have facilitators across Europe, North America, Asia and Latin America.
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
"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
"About this title" may belong to another edition of this title.
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