Personalized
Pre-Sales Product Demo Courses
They Buy Because You Understand Them!
Prospects don't buy because they understand you! They buy because you understand them! The best demos tell buyers their own story, and then make your products relevant.
Imagine this! What if your sales demos convinced buyers you understand them as well as they understand themselves, and far better than the competition? It creates the perception your products are superior, and you win more.
That higher level of buyer knowledge is the key to differentiation and higher win rates. In other words, you, the presenter, are the biggest factor in differentiating your company and its products from the competition.
When you take a hands-on presales product demo course from Product Management University, it's personalized so you learn how to create and deliver your own sales demos through a series of value themes and short stories that convince buyers you not only understand them better than the competition, but you also understand their industry and where they should be headed relative to your technology.
The most common mistake sales engineers and solution consultants make is trying to differentiate their products at a feature level. It's like splitting hairs! We'll fix that.
Personalize Every Sales Demo Without Endless Hours of Preparation
With our demo framework, you'll learn how to build demo scenarios for your products, complete with value context that's simple to articulate in every demo. You'll learn the simple storytelling tactic that convinces buyers you understand them far better than the competition. And last, you'll be able to personalize every demo without endless hours of preparation.
PRESALES PRODUCT DEMO COURSES & CERTIFICATION
Self-Study | Live Online | Onsite
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Product Demo Courses for Your Team
It's all about the consistency in how you articulate your value story. Learn how to make complex products look simple with value themes and short stories that convince buyers you understand them better than your competition. That's why you win!
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Self-Study Product Demo Courses
If you're a new sales engineer/solution consultant or just need a refresher, this course will give you the value skills and mechanics to make complex products look simple and tell a better story than the competition. The best story usually wins!
Demo Training
For Your Team
Demo Training
For Your Team
Demo Training
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For Your Team
Basic Demo Skills That Energize Buyers and Make Your Products the Easy Choice!
Everyone on your team has their own demo style and that won't change. What will change is the story you tell with greater emphasis on the buyer versus the product. It's the easiest way to engage buyers and establish greater consistency in your sales process.
You'll learn how to use value themes and short stories that set you apart from the competition by convincing buyers you simply understand them better. You are the differentiation! It creates the perception your products are better.
You'll also learn how to make your products look simple by making the demo all about the buyer and what they're doing. Easier to understand, easier to sell, easier to buy!
Start with customer outcomes, not problems. It simplifies everything!
- Live Virtual: Four Half-Day Sessions, $1,995/person
- Onsite: 2 Days, $2,195/person
- Self-Study Course: 6-Month Subscription, $999/person
- 51 minutes of video instruction + time for creating your new demo
The Value Foundation
The Value Stories
The Delivery
The Finer Points
Certification
- Perform a 15-minute live demo.
- Demonstrate skills learned from the lessons.
- Get certified in the classroom.
Demo Training
Self-Study
Demo Training
Self-Study
Demo Training
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Self-Study
Basic Demo Skills That Engage and Energize Buyers!
If your new to the role of sales engineer or solution consultant, or just need a refresher, this course will give you the skills and mechanics that make you, the presenter, the key to differentiation
You'll learn how to use value themes and short stories that set you apart from the competition by convincing buyers you simply understand them better. It creates the perception your products are better.
You'll also learn how to make your products look simple by making the demo all about the buyer and what they're doing. Easier to understand, easier to sell, easier to buy!
Start with customer outcomes, not problems. It simplifies everything!
- Self-Study Course: 6-Month Subscription, $999/person
- 51 minutes of video + exercises
- Certification included.
THE VALUE FOUNDATION
THE VALUE STORIES
PRACTICE RUN
THE FINER POINTS
DEMO & CERTIFICATION
- Perform a 15-minute demo for your instructor.
- Demonstrate skills learned from the lessons
- Get your certification.
The Classroom
LEARN WHAT GOOD LOOKS LIKE FOR YOU!
- Personalized content and demo scenarios for your products.
- B2B and B2B2C examples that are relevant to your business.
- Breakout sessions and collaboration with team members.
“I highly recommend John for any SaaS team that wants to move away from feature/function conversations to more strategic, value conversations. After John's training, we truly evolved into a better team by allowing ourselves to feel uncomfortable asking "The 5 Questions" over and over until it BECAME comfortable. When we started focusing less on immediate problem solving, and more on full understanding of the customer, we started to have more value-driven, meaningful conversations that ACTUALLY solved their problems.”
“6 months after John’s training, our sales cycles went from six months to just over three. John has an incredible knack for making complex things sound simple and did a phenomenal job of teaching our sales team how to do it. I’d highly recommend John's demo training.”
“Thank-you very much John! You are a great trainer and very knowledgeable about Pre-Sales. I needed work on trying to get myself out of ‘verbose’ talking and showing too much product. I have been doing Pre-Sales now for 18 years now and it’s always good to get good refreshers on items and have an independent observer give us new tips. 10 months later I’m still using your techniques today and they are leading to great success.”
“John's approach was logical and pushed us to consider a new way of thinking. He was engaging and offered advice relevant to our company as if he had been on our team!”
Your Instructor
Demo & Sales Success
My top priority is that you understand how to apply product demo best practices to your products and your target markets so that you win more with fewer demos. That's why we do it together in the classroom and certify your skills right there. That way you won't have to figure it out on your own after the training.
One Framework
ALL DISCIPLINES. COMPLETE ALIGNMENT!
That's the whole point of our Customer Outcome Framework. To keep all customer-facing disciplines aligned to the goals and priorities of your customers so that everyone can do their part to eliminate the obstacles. For sales engineers and solution consultants, that means you're demonstrating the same outcomes, obstacles and solutions (instead of problems, features and benefits) that product marketing is using to fill the top of the sales funnel. Your knowledge of the buyers is the differentiation!
