4. Sales Process ON CONFIRMED SHORTLIST DEMO (Pre-Sales) REQUIREMENT ESTABLISHED SUSPECT QUALIFIED NOT QUALIFIED SUSPECT CONTRACT / CUSTOMER PREFERRED VENDOR STATUS & NEGOTIATING
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10. Demonstration Objectives Minimum Pain & Risk Best Solution Understand Their Business Issues Can Deliver the Solution Build Confidence
11. Further Considerations Don’t Demo Functionality State Business Objective then show how Tell a story – Prove your case Be an Entertainer Present the Problem then Solution Speak Simply Gain and Maintain Control Seek Confirmation from Audience