Demo Discovery Overview

At the end of this lesson, you will be able to:

Describe the three types of Discovery and identify when they take place during the sales cycle
Explain what a Demo Discovery is, why it should be done, who should be involved, and when and where it should be
performed
Describe the two primary activities involved in conducting a Demo Discovery
List four challenges associated with doing a Demo Discovery

eBook
(HTM/SW
F)
27 mins
June 3,
2013

Two Guiding Principles for Doing a Demo Discovery

At the end of this lesson, you will be able to:
Describe the two key principles that will help you prepare for and conduct an effective Demo Discovery
Define the three Greek terms that provide the conceptual foundation for your being able to deliver a
persuasive message
Explain the importance of the concepts of persuasion as they relate to establishing strong relationships
with your prospect
Explain how the investigative techniques used by detectives on television programs can be used during
a Demo Discovery to help you effectively gather information about your prospect

eBook
(HTM/SW
F)
23 mins
June 3,
2013

Best to Worst Demo Discoveries

At the end of this lesson, you will be able to:
List the five different levels of Demo Discovery events
Describe the key characteristics of a Demo Discovery performed at each level
Understand how well the goals of Discovery can be achieved at each level

eBook
(HTM/SW
F)
26 mins
June 3,
2013

Five Steps to a Winning Demo Discovery

eBook
(HTM/SW
F)

At the end of this lesson, you will be able to:

List the five steps that you should follow for a successful Demo Discovery
Identify the four primary types of objections a prospect may raise when you are performing your Demo Discovery
Describe two techniques you can use to handle these sorts of objections
Identify the two people who especially need to be properly prepared for your Demo Discovery interviews
Identify and describe an important technique that will help you prepare for your Demo Discovery interviews
List three important pieces of information that should be included in your Demo Discovery introduction

32 mins
June 3,
2013

Building and Using Effective Interview Questions

At the end of this lesson, you will be able to:

List the key components of the process that will help you build and use effective interview questions
Describe how your strategy will help you determine your overall discovery approach and which questions to ask during
a Demo Discovery interview
Explain the methodology that will help you identify and create effective interview questions and use them properly
during an interview
Identify the four situations during your Discovery and demonstration events when your prospect will be able to see
evidence of the value of your Demo Discovery process

eBook
(HTM/SW
F)
43 mins
June 3,
2013

Three Pearls of a Demo Discovery

eBook
(HTM/SW
F)

At the end of this lesson, you will be able to:

Describe the best approach for beginning and ending your Demo Discovery interviews and identify how not to begin
your interview
List the Three Pearls of a Demo Discovery
Explain how the Three Pearls can be incorporated into an interview tool

25 mins
June 3,
2013

Discovery-to-Demo Transition - Part I

eBook
(HTM/SW
F)

At the end of this lesson, you will be able to:

List two of the three Post-Discovery transition considerations
Explain how you should adjust your Discovery interview for a C-level executive, who will usually be a
decision maker at your prospect
Describe techniques for completing your note taking after you have concluded a Discovery interview.

15 mins
June 3,
2013

Discovery-to-Demo Transition - Part II

eBook
(HTM/SW
F)

At the end of this lesson, you will be able to:

List five personality types that you will be able to use to assess the people you interview at your
prospect
Explain how you should make note of these types in your Interview Tool
Identify the best strategy for interacting with each personality type during your demonstration

17 mins
June 3,
2013

Discovery-to-Demo Transition - Part III

eBook
(HTM/SW
F)

At the end of this lesson, you will be able to:

List two important Pre-Demo considerations
Explain how the Three Pearls of a Demo Discovery can be used to prioritize the features, functions and capabilities that
you will show in your demonstration
Identify a four-code scheme that can be use to prioritize your Discovery findings
Describe the layout of an effective demo plan
Explain how a demo plan can be used to facilitate communication before, during and after the demonstration

23 mins
June 3,
2013

Discovery Crimes - Part II

eBook
(HTM/SW
F)

At the end of this lesson, you will be able to:

Explain the unique relationship the Discovery Process has to Demo Crimes
Identify the first two of the five most commonly committed Discovery Crimes
Describe the characteristics, categories and dangers that you and your colleagues can use to identify these Discovery
Crimes
List the Correcting Techniques and Best Practices that can be used to avoid committing these Discovery
Crimes.Download the eBook to your computer.

15 mins
June 3,
2013

The FishOn! Framework and Responses

eBook
(HTM/SW
F)

At the end of this lesson, you will be able to:

Explain the origin of the term "Fish On!" and how it applies to the handling of questions and objections raised by your
prospect
List the five steps that make up the Best Practice framework for responding to particularly difficult questions and
objections
Describe the key components of an effective response
Describe the tool which you can use to organize and document your "Fish On!" responses

23 mins
June 3,
2013

Best Practice Tips - Part I

eBook
(HTM/SW
F)

At the end of this lesson, you will be able to:

Describe the first six of the twelve practical techniques that will help you respond to questions and
objections raised by your prospect.
The "Feel-Felt-Found" Technique
The "Move Before Answering" Technique
The "Black Slide" Technique
The "Gift of Yes" Technique
The "Write Down the Question" Technique
The "Don't Answer Every Question" Technique.

17 mins
June 3,
2013