Agenda

Agenda for Demo Skills Workshop

The workshop is conducted over a contiguous 2 day period with an optimal class size of 10-to-15 active "hands-on participants" (technical and sales), plus optionally a handful of "observers". Each attendee will perform a demonstration several times "live" in front of the audience (instructor, other attendees, and video recording). The audience will then provide supportive reinforcement and constructive critique. Repetition and peer pressure are important to drive home and then refine the key techniques. Participating also as an audience member is important in helping the attendee "see things from the audience perspective". The "Objection Handling" module continues the same format of lecture followed by "live audience" experiences (starting gentle and becoming more challenging) for each attendee. The "Web-based Demo" module explores the incremental challenges posed by remote web-delivered demonstrations.

Demo Skills Workshop (2 days)
Demos in the Sales Process (including Role of the Salesperson)	presentation	0h 45m	Day 1
Workshop 1 -- "Turbo Tests" (have you really memorized the demo?)	live	0h 45m
Presentation Skills -- a Primer	presentation	0h 30m
Demo Skills and Techniques Small Audience Demos Large Audience Demos Demo Do's and Don'ts	video & presentation	1h 30m
Workshop 2 -- Small Audience Scenario setting the scenario conduct demo peer review and critique video tape review	live	3h 00m
Objection Handling a chance to establish trust and credibility steps in handling objections objection do's and don'ts	presentation	1h 00m
Workshop 3 -- Sales/AE Team Demo	live	2h 30m	Day 2
Workshop 4 -- Large Audience Demo	live	2h 30m
Web-delivered Demos maintaining pace and control "reading" the non-visible audience	presentation	0h 30m
Workshop 5 -- Web-delivered Demo (optional)	live	1h 30m
Review and Assignments	presentation	0h 30m

Alternative Half-Day Demo Skills Class

For purposes of exposing these top-notch presentation and demonstration techniques to a larger group (tens, hundreds) and doing so over a shorter period, we also offer a half-day (4 hour) Demo Skills Class:

Demo Skills Class (½ day)
Demos in the Sales Process (including Role of the Salesperson)	presentation	0h 30m
Presentation Skills -- a Primer	presentation	0h 30m
Demo Skills and Techniques Large Audience Demos Small Audience Demos Demo Do's and Don'ts	video & presentation	1h 15m
Objection Handling a chance to establish trust and credibility steps in handling objections objection do's and don'ts	presentation	0h 45m
Web-delivered Demos maintaining pace and control "reading" the non-visible audience	presentation	0h 30m
Review	presentation	0h 30m

Preparation and Logistics for Workshop

One standard demonstration already known by the attendees should be selected as the basis of this workshop. The content of the demo itself is not all that critical (after all, what we're after here is to focus on "how" we demo, not "what" we demo). The demo should be about 10 minutes in length and available well in advance to the attendees with scripted software mechanics (commands, screen selections, etc.) and also with an outline or complete script for the narration during the demo. A copy of the demonstration materials should be provided to WAMware in advance of the workshop.

Each attendee must rehearse the standard demonstration thoroughly in advance of the workshop. From experience, this means at least 10 times successfully through the demonstration, including a thorough command of the simultaneous narration.

The workshop should be held in a large conference or training room and setup as follows:

in one half of the room -- the "practice" area -- with one workstation or laptop per attendee
in the other half of the room -- the "stage" area -- one workstation connected to a large screen projector for the performances
for the web-delivered demo sections, high-speed Internet/Intranet access is required as well as a remote "audience" (could be remote office personnel or simply a group positioned in a separate room in the same building).

Further details on Logistics (preparation tasks, room layout, audio-visual requirements, power requirements, etc):

Invitation Memo to Workshop Attendees
Technical Liaison Checklist for Demo Skills Workshop
Venue Logistics for Demo Skills Workshop
Venue Logistics for Large Audiences (20 or more attendees, e.g. Demo Skills Class)

WAMware Involvement

Pre-Workshop Coordination	1 day
Logistics/Travel Coordination	0.5 days
Demo Skills Workshop	2 days
Labor for Time-in-Transit (varies by distance)	0.5-to-2 days
Total WAMware Involvement	4-to-5.5 days

Contact Demo Skills at WAMware for a fixed-price quotation... and find out how quickly you can enact a step-function improvement in the impact of presentations and demonstrations to your prospects and customers!