example Train-the-Trainer graduates
"I just conducted two very successful Demo Skills Workshops, with total attendance of 32 participants.  I still remember each and every detail taught in the Train-the-Trainer class, and I'm proud to share this success with Wayne, my Guru of Demo Skills.  My students and I owe our success to Wayne's intensive Train-the-Trainer class."... Gurpreet Singh, SolidWorks India, certified Demo Skills trainer
WAMware is pleased to support its clients' expanded programs for demonstration skills training via this Train-the-Trainer program.

Scope of Work

posted Dec 29, 2012, 1:39 PM by Wayne McClelland   [ updated Dec 29, 2012, 1:42 PM ]

We believe a Train-the-Trainer program makes great sense, especially in geographies that we've covered quite well in recent years and where our client has strong regional technical talent with proven involvement in supporting prior workshops. There is an on-going need in many geographies to refresh past attendees and train new hires, and with this session this need can be very nicely handled by select in-place technical talent as part of their annual/quarterly objectives.

Certification as a Demo Skills Trainer will be one more value added in the quiver of these regional technical talents, plus will ensure that Demo Skills remains an on-going critical-path program.

The Train-the-Trainer program includes:

  • review of WAMware Demo Skills lecture and workshop materials
  • mock hands-on workshop sessions to emphasize the tricks-of-the-trade in running the workshops for max benefit
  • discussion and examples of how to handle a variety of student personalities
  • controlling the flow and timing of the workshop
  • optimizing the benefits of role playing and peer critique
  • techniques for capturing video clips and group critique of same
  • certification of trainers by observing mock training segments

Agenda for T3 Class

posted Dec 29, 2012, 1:38 PM by Wayne McClelland   [ updated Jan 31, 2013, 6:20 AM ]

  • Review and Feedback on selected "demo slice"
  • Discussion of the “Instructing and Monitoring” document
  • Discussion of the “Preparations” document
  • Discussion of the “TrainerNotes” document
  • Mini-Lectures (see above assignments)
    • you’ll deliver the mini-lecture to Wayne and faux workshop audience
    • +/- critique
    • video review
    • iterate as needed
  • Bad Habits
    • you’ll illustrate a bad habit requested by Wayne, e.g.:
      • closed posture; poor eye contact
      • low passion
      • poor handling of late arrival; early departure
      • poor handling of objections: loses momentum; argumentative
    • any other bad demo habits Wayne requests
    • video review
    • discussion
  • Discussion of Workshop Methodologies
    • 1-on-1, 1-on-2... 2-on-2... 2-on-all
    • timed demos
    • objections: easy thru difficult
    • tips on capturing videos
  • Discussion and Role Playing on Student Personality Types (extrovert, introvert, sceptic, know-it-all, etc.)
  • Thorough Discussion of Demo Skills Workshop
    • joint discussion of strategy to keep the 2-day workshop on schedule and high energy
    • any questions you have on content or delivery of the slides, with TrainerNotes as reference
  • Certification

Homework Prior to T3 Class

posted Dec 29, 2012, 1:13 PM by Wayne McClelland   [ updated Jan 8, 2013, 12:14 PM ]

Review thoroughly these articles:
Download this "7z" file (click "Download anyway"; 123MB; PPT presentation and related multimedia)
  • unzip to its own local folder -- password to be provided -- see for unzipper
  • move to that folder
  • review the file "WAMware-Demo-Skills-Workshop-TrainerNotes.pdf" -- these are the “behind the scenes” notes for what Wayne does when he conducts the workshop -- you’ll probably want to print this out and use as a guide as you study and rehearse the PowerPoint presentation
  • verify that “WAMware-Demo-Skills-Workshop.ppsx” plays properly (start to finish) on your PC (including all slide animations, audio, video)
Rehearse Delivering Mini-Lectures (per Slide # in presentation above):
  • All - Workshop Methodology (slides 34, 35, 37)
  • All - Objection Handling (slides 40, 41, 42, 43, 44, 45)
  • assignee1 - Demos in the Sales Process (slides 5, 6, 7, 8)
  • assignee2 - Presentation Techniques (slides 13, 14, 15, 16)
  • assignee3 - Small Audience Demo (slides 18, 19, 20)
  • assignee4 - Large Audience Demo (slides 21, 22, 23)
  • assignee5 - Captivate Them (slides 30, 31, 32)
Be Prepared to Illustrate (via live mini demonstration) the following Bad Habits:
  • closed posture; poor eye contact
  • low passion
  • poor handling of late arrival; early departure
  • poor handling of objections: loses momentum; argumentative
  • any other bad demo habits Wayne requests

Instructing & Monitoring

posted Dec 29, 2012, 12:33 PM by Wayne McClelland   [ updated Dec 29, 2012, 12:54 PM ]

Preparing to conduct your own Demo Skills Workshop

posted Dec 29, 2012, 12:23 PM by Wayne McClelland   [ updated Dec 29, 2012, 1:47 PM ]

The following provides information for certified Trainers on how to prepare for a successful Demo Skills Workshop. “Attention to Details” will make all the difference.


Provide these checklists to your local workshop coordinator at least 45-to-60 days in advance of the workshop:
Check back with the coordinator 10 days before the workshop to make certain that all “check boxes are checked”

  • Review “WAMware-Demo-Skills-Workshop-TrainerNotes”
  • Review complete slide presentation (“WAMware-Demo-Skills-Workshop.ppsx”) at least 5 times
  • Night before workshop:
    • review all slides again
    • write bullet summary of all slides (1 page total)
    • rehearse Intro (slides 1-thru-8) aloud, without notes, in front of a mirror
Brought by You to the Workshop:
  • laptop PC
    • PowerPoint 2007+
    • video codecs as needed
    • SD card slot
  • portable audio system (e.g. Bose Computer MusicMonitor)
  • cordless remote (e.g. Logitech Cordless Presenter)
  • all Demo Skills Workshop files (the complete ZIP folder)
  • digital camera with video capture (e.g. Canon PowerShot with 8GB SD card; or iPhone with VGA or HDMI dongle to connect to projector)

License of WAMware Demo Skills Materials

posted Dec 29, 2012, 12:22 PM by Wayne McClelland

WAMware will provide to the client a perpetual license to its copyrighted Demo Skills lecture and workshop materials. These materials have been iterated over the past fifteen years and successfully used to train more than two thousand sales and application engineers at workshops around the world. License of Materials can be for use within a given geography or worldwide. License of Materials is a perpetual license and may not be sublicensed. Ownership of the Materials at all times remains with WAMware. Materials will retain the WAMware Copyright in their original and modified form.

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