Demonstrating To Win!: The Indispensable Guide for Demonstrating Complex Products

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9780615477091: Demonstrating To Win!: The Indispensable Guide for Demonstrating Complex Products
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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 
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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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 

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Book Description Demonstrating to Win!, United States, 2011. Paperback. Condition: New. Reprint. Language: English . Brand New Book ***** Print on Demand *****. 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. Seller Inventory # APC9780615477091

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Book Description Demonstrating to Win!, United States, 2011. Paperback. Condition: New. Reprint. Language: English . Brand New Book ***** Print on Demand *****.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. Seller Inventory # APC9780615477091

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Book Description Demonstrating to Win!. Paperback. Condition: New. 342 pages. Dimensions: 8.5in. x 5.4in. x 0.9in.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 CrimesWinning demo techniques like Tell-Show-TellBuilding a value case for your solutionManaging your audience and reading their personalitiesCreating winning themesPerforming differentiating Web demos and presentationsConducting high value DiscoveriesManaging your room environmentWinning teamwork techniquesWe 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. Dont miss out on this opportunity to truly differentiate your products and services. This item ships from multiple locations. Your book may arrive from Roseburg,OR, La Vergne,TN. Paperback. Seller Inventory # 9780615477091

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