I can remember when I first started doing my own product demonstrations.
I had been selling mainframe computers for IBM, and then accounting systems for Dun & Bradstreet. But in both of those jobs, I never did my own sales demonstrations. I had someone else, a presales specialist, do my demos for me.
A couple of years after those jobs though, I found myself opening a new territory for a small company that was headquarted 3000 miles away from my office in California.
That meant I was it, I was the guy. I had do everything to make the sale happen.
I new how to call prospects, qualify my leads, get appointments, and close sales.
I didn’t have any experience demonstrating software systems though.
Now I did get some "training" from my company. They did give me a script and show me how the product worked and how to demo it.
But this was customer service management software. It was not something I had personal experience as a user of. So learning it was foreign to me as I did not have any day-in day-out experience using it.
I wasn’t real sure how quickly I could get past fumbling through the demos to a stage where I at least looked like I new what I was doing.
Fortunately my timing was good. When I signed on for this position, there was a big industry trade show right near my office in San Francisco scheduled for about a month after I started this job.
I was to run the trade show booth, talk up the prospects and demo the software.
I was a bit anxious about this, but I had a few other people from my company to help me do the trade-show. So I wasn’t all alone.
Anyway, the trade-show turned out to be exactly what I needed that year to get off to a fast start.
I spent 3-days at that show giving my little sales spiel and product demo to hundreds of prospects.
Over and over and over again I did my pitch and demo.
By the end of the 3-day trade-show, I could practically give that demo in my sleep.
I went from fumbling through my demos to a level of mastery by fully immersing myself and being forced to perform.
Frankly I think this is one of the best ways to learn new things. Immerse yourself.
They say if you want to learn a new language, then go live in that country for a few months and immerse yourself in it.
Public speaking experts tell people to give a speech 25 times when first starting out to get good at delivering it
And many of my customers tell me that they have loaded their Persuasive Selling Skills CDs in their car CD players and that they listen repetitively to them on their drives to and from sales calls. Auto-University some call it.
If you want to get good at the skills that will get you more sales this year, then you should immerse yourself in it and put intense focus on it.
Whether it’s your calling, your questions, your speaking, your demos, or whatever, immersion and high repetition is the fastest way to getting really good at something.
And to improve your sales this year, I recommend that you get the Persuasive Selling Skills Audio Program and load it into your Auto-University or your iPod classroom. You will discover how to improve 5 of the most important skills in sales. Go now and get your training started.
Sell with Pride,