Session 3s Demo Training

Product demonstration : 

Product demonstration

Agenda : 

2 Agenda The importance of a product demonstration Purpose of the demo Preparing for the demo Doing the demo Real-time demonstration

Starting point : 

3 Starting point The customer’s communications need The customer’s need can be filled by different means: by travelling, a telephone conversation, writing an e-mail, or having a videoconference Videoconferencing is a new way to communicate, i.e. most potential customers are uncertain of the benefits the medium offers

Market adoption : 

4 Market adoption Significant factors: Low awareness Lack of knowledge Buyer is uncertain growth decline introduction Videoconferencing Industry

Purpose of the demo : 

5 Purpose of the demo First Time Users To create awareness of the benefits of videoconferencing To demonstrate the equipment to first time users Demonstrate the ease of use of a TANDBERG system Advanced Users To win potential customers from the competition To demonstrate advanced solutions and applications with TANDBERG equipment Demonstrate the ease of use of a TANDBERG system

Before the demo : 

6 Before the demo Make an appointment with the B-end Tailor-make the presentation to the customer’s need Brief the B-end Technical information (demo system, monitors, avaliable bandwidth etc.) In what business is the potential customer? How will the customer use the equipment? Who will attend in the meeting? Which position? Is the customer new to videoconferencing or an experienced user? Competitors?

Before the demo : 

7 Before the demo Make sure the system is set up in a suitable room Little background noise Keep the background as simple as possible Good light Make sure that all pheripheral equipment is avaliable and set up properly Adjust the focus, light balance, pre-set positions and other functions

Doing the demo : 

8 Doing the demo Both parts must take active part in the demo – interaction is important Pay attention to the cusomer’s remarks, questions and observations The B-end is in the best positions to do the most talking and selling as he/she is proving the effectiveness of the equipment Do not move too abruptly or look down

Doing the demo – a framework : 

9 Doing the demo – a framework The demo should be tailor-made, but will in most cases include a demonstration of PC Presenter Document camera Auxiliary camera VCR Embedded MultiSite Talk about the TANDBERG functionalities a ”must have”…