Manufacturing Execution Real-time Lean Information Network1 August 27, 2014

The Demo Dozen

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What makes a hotel memorable?

What makes a vacation memorable?

Why Demo Well?

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1. Communicate Extraordinarily

• Communication is at the core

• Paragraph method

• Kick-off, Present and Recap– Tell them what you are going to tell them…– Tell them…– Tell them what you told them…

• Tell stories to share experiences

• All presentations follow a flow:– Introduction– Body– Summary

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2. Prepare

• Presentation tailored to the Prospect

• Critical Business Issues identified in presentation

• Demo is “Pre-Setup” all screens and data ready

• Attendees prepped

• Agenda

• Website set

• Audio confirmed

• Lighting, Screen, Flipchart, Whiteboard

• Positioning, Space, Handouts, Projection

• Temperature, Cleanliness, Refreshments

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3. Know Your Audience

• Who they are

• What is important to them – get their Critical Business Issues (CBI)

• Use their names often – personalize your message

• Show their CBI’s are addressed through the demo

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4. Be Professional

• The demo experience

• Ice Breakers

• Attire

• Look & feel / flair & style

• Deliver the unexpected

• Fun

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5. Focus on Business Issues

• Business issues are the essence of the day

• List the stated issues

• Add additional discoveries

• Refer to them often

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6. Initiate Interaction

• Catalyst for selling and relationship development

• Stop and ask questions

• Ask open-ended questions, wait

• Ask pointed questions, wait

• Pique interest

• Are they awake?

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7. Validate, Validate, Validate

• Ask good questions

• Repetition of themes

• Reaffirm we meet every CBI!

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8. Generate IMPACT

• Create excitement and awe

• Stirring the pot

• The monster behind the door

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9. Tailor the Data

• Use their data in examples– Dramatically increase comprehension– Companies love to see their logo– People love to see their name

• Replicate their reports– Helps them envision the transition

• Find top 3 Critical Business Issues– Show the solution early in first 10 minutes, however

brief (reports, data screens)– You can backup and support the brief CBI in the main

detail of the presentation

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10. Sell Business Benefits

• Comfort / Control

• Growth / Market share

• Manage costs / Increase profitability

• Efficiency = Profitability

• Stories and Case Studies.

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11. Control The Environment

• Read the situation

• Listen carefully

• Control the pace

• Regroup / deploy strategy with breaks

• Create sidebar discussions

• Do not be put off by people showing off

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12. Entertain

• Create an enjoyable experience

• Add levity and wit

• The best demonstrations are both educational and entertaining

“Learning is directly proportional to the amount of fun you are having.”

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How Do We Improve?

• Timely review

• Measurement

• The Demo Dozen Worksheet

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Create An Event

• Capitalize on the moment

• Leave a lasting impression