Can you relate to the following software demo situation? Jennifer, the sales engineer, is at the keyboard. She’s on a roll. She’s been setting the stage to show how her price matrix capability will eliminate costly errors. This is all-important to the prospect. She has the audience’s full attention and is steadily moving them toward her objective. Suddenly Robert, the account executive, interrupts from the back of the room. “Jennifer, I think this would be a great time to show how the information you’re working with updates the data warehouse and is immediately available for sales analysis purposes.” Everybody shifts their attention from Jennifer and the all-important price matrix capability to Robert and the equally important data warehouse function. In an instant, the momentum Jennifer has been building dies.
write up form
whatever is needed. Then, write down the question so the person who asked it can see it (flip chart, white board, etc.). This will assure them you'll get back to their question, allowing them to move on. An Action Plan It's painfully simple, isn't it? Stand up when you have something to say. Wait for your teammate to pass you the ball (Transition Statement). Sit down when you're not addressing the audience. The key is making sure your demonstration teammates understand how the technique is used. Here are