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 7-zip.org 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
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