Demo Crimes Concepts

Once you have completed this session, you will be able to:
Describe the difference between being good and being great, and how this difference applies to
the way in which you demonstrate software
Describe what a "demo crime" is and identify five common ones
List the characteristics common to demo crimes and explain how becoming aware of them will
help you avoid committing demo crimes
Describe the characteristics of what we consider the most common demo crime of all.

eBook
(HTM/SW
F)
21 mins
Apr. 25,
2013

The Three Guiding Principles for Demonstrating SAP Solutions

Once you have completed this session, you will be able to:
Understand bridge demonstrating and how it helps audience members see the benefits of your
SAP solution
Identify the two areas of the brain that you must understand in order to be able to deliver an
effective and winning demonstration

eBook
(HTM/SW
F)
36 mins
Apr. 25,
2013

List the three primary components of the structure of a movie and explain how they relate to the
best way to structure your software demonstration or presentation
Describe Paretos Principle and explain how it will help you manage the effort involved in
preparing and delivering your software presentations.

The Tell-Show-Tell Technique Overview

eBook
(HTM/SW
F)

Once you have completed this session, you will be able to:
Describe the technique used so effectively by "Sesame Street" to make television "sticky" by
teaching children through repetition and the organization of information
List the three main components of the technique as it can be applied to demonstrating software
Identify the difference between a Feature and a Benefit
Describe what you will be presenting in each "Act" of your demonstration during the "Movie View
of a Demo"
Describe how the Tell-Show-Tell Loop helps you structure your presentation.

18 mins
Apr. 25,
2013

Opening and Closing Tells for a Sub-Scene Item

eBook
(HTM/SW
F)

Once you have completed this session, you will be able to:

25 mins

List the three elements of a complete opening tell for a sub-scene item
List two methods for delivering an opening tell for a sub-scene item,
Explain how the closing tells you deliver for each sub-scene item can help you build the case for
the value of your software
Explain how the Guiding Principles (especially those of the Limbic System and Pareto's Principle)
can help you effectively deliver the opening and closing tells of your software demonstrations
Identify how the proper use of the Tell-Show-Tell approach will help you avoid making your
software look too complicated

Apr. 25,
2013

Visually Supporting a Tell-Show-Tell

eBook
(HTM/SW
F)

Once you will have completed this session, you will be able to:
Explain why its important to provide visual support when progressing through your Tell-Show-Tell
sequences with prospects
Define the concept of toggling
Describe two different ways you can use PowerPoint to visually support a Tell-Show-Tell
Explain how the Black Slide Technique can be further integrated into your PowerPoint techniques
Describe how you can use the flipchart or whiteboard to visually support a Tell-Show-Tell
Define the Triangle Technique and describe how it combines the use of PowerPoint and the
flipchart or whiteboard to visually support a Tell-Show-Tell

Opening and Closing a Demo Scene

27 mins
Apr. 25,
2013

Once you have completed this session, you will be able to:
Explain why the three guiding principlesa Movie View of a Demo, the Limbic System and
Paretos Principleshould influence your demo scene openings and closing
Describe the three primary techniques you will want to use to open a demo scene.
Explain the difference between an operational benefit and a value oriented benefit and why one
should come before the other
List the general limbic techniques you can use during your demo scene openings and closings
Describe three practical ways you can close a demo scene with a value-oriented closing

eBook
(HTM/SW
F)
35 mins
Apr. 24,
2013

The Top 10 Demo Crimes - Part 1

eBook
(HTM/SW
F)

Once you have completed this session, you will be able to:
Identify the first five of the ten most commonly committed Demo Crimes
Describe the characteristics, categories and dangers that you and your colleagues can use to identify
Demo Crimes
List the Correcting Techniques and Best Practices that can be used to effectively avoid committing
Demo Crimes

18 mins
Apr. 25,
2013

The Top 10 Demo Crimes - Part 2

eBook
(HTM/SW
F)

Once you have completed this session, you will be able to:

18 mins

Identify the second five of the ten most commonly committed Demo Crimes
Describe the characteristics, categories and dangers that you and your colleagues can use to
identify Demo Crimes
List the Correcting Techniques and Best Practices that can be used to effectively avoid
committing each of these Demo Crimes

Apr. 25,
2013

Best Practice Tips: More Limbic Techniques

eBook
(HTM/SW
F)

Once you have completed this session, you will be able to:

21 mins

Explain the importance of Best Practices in the context of delivering software demonstrations
Define Limbic Techniques and describe how you can use them to get the full attention of your
audience
Identify the General Use Limbic Techniques and describe how you can use them in your demo
scenes
Identify the Supporting Limbic Techniques and describe how you can use them in your demo
scenes

Apr. 25,
2013