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The demonstration or presentation of complex products like technology or medical devices is like leading a person over a treacherous ravine. Throughout a demo or presentation, your prospect wants to run back to the relative safety of their existing world. This book will help you comfortably lead your prospect to your solution and make you the best demonstrator and presenter in your field!Tactics that you will find useful include: 

• Identifying and avoiding Demo Crimes 
• Winning demo techniques like "Tell-Show-Tell" 
• Building a value case for your solution 
• Managing your audience and reading their personalities 
• Creating winning themes 
• Performing differentiating Web demos and presentations 
• Conducting high value Discoveries 
• Managing your room environment 
• Winning teamwork techniques 

We are an idea company that has built a deep set of actionable techniques and strategies derived from years of working with the most innovative and successful companies in the world. Our clients include Microsoft, SAP, Oracle, IBM, Getinge and many others. We adapted the ideas in this book based upon training thousands of highly paid, highly experienced professional demonstrators and presenters in every region of the world thus making it globally applicable and effective. We understand that the very best ideas are judged by their impact, and our clients validate the impact of our concepts through increased sales effectiveness every day. Don't miss out on this opportunity to truly differentiate your products and services.

• Sales Rank: #51290 in Books
• Brand: Brand: Demonstrating To WIN
• Published on: 2011-07-20
• Original language: English
• Number of items: 1
• Dimensions: 8.50" h x .78" w x 5.50" l, .88 pounds
• Binding: Paperback
• 342 pages

Features

• Used Book in Good Condition

Review
"The absolute gold standard text for preparing and executing compelling product demonstrations...bar none." - Russell Pike, Group Vice President, Oracle Corporation

"Bob is among the most influential people ever to influence B2B sales. This book will have a greater impact on your customer interactions and help you win more deals than any other you will ever read!" 
Gavin Style, Managing Director, Global Head of Sales for Asset Management, SunGard 

From the Author
The difference between winning and losing a highly competitive deal is very narrow.  Statistically it is proven to be 2% or less.  This book is all about the tactics and strategies you need to consistently win those competitive deals.  There is no complexity involved!  You will be able to apply these winning tactics the moment you close the cover of the book.  Give it a try and visit us at 2WinGlobal.com if you want to learn more.  Bob Riefstahl

From the Back Cover
Bob is considered an expert by other sales and demonstration professionals because of his dedication to research and analysis of every aspect of complex solution demonstrations. He spent 20 years selling, presenting and demonstrating technology before founding 2WIN! Global.  Bob's firm 2WIN! Global is headquartered in Colorado Springs, Colorado, U.S.A.                                                                          "The absolute gold standard text for preparing and executing compelling product demonstrations...bar none." - Russell Pike, Group Vice President, Oracle Corporation

"Bob is among the most influential people ever to influence B2B sales. This book will have a greater impact on your customer interactions and help you win more deals than any other you will ever read!" 
Gavin Style, Managing Director, Global Head of Sales for Asset Management, SunGard 

Most helpful customer reviews

2 of 2 people found the following review helpful.
Three Stars
By Mr. Ricketts
The class is great. The book is long winded.

1 of 2 people found the following review helpful.
A must read for professionals engaged in complex sales
By Eric
My perspective on this book comes from two dimensions; reading it and living it. I read the original book a number of years ago and have implemented Riefstahl's tactics and strategies with my own global teams with great success. I have also hired his firm to formally train and implement their methods with my teams and it has resulted in substantial improvements in our win rates. This new version of the book takes those ideas, modernizes them and takes them to an entirely new level. The truth is, there are no other books on the market that encompass what Riefstahl has done with this book.

Demo Crimes - These are the mistakes that people make when performing demos and Riefstahl is spot-on! He's not condescending in his description of the crimes but rather connecting. Not only does he talk about the mistake, he discusses what results you can expect when committing the demo crime and how to avoid the crime. I've seen some imitators come forward since his original book but none of them come close to Riefstahl's ability to get you moving in the right direction.

Discovery - I have led global teams at some of the largest software companies in the world (you know the names) and the disciplines needed to enforce discovery are finally taking place due to the impact that Riefstahl's firms (2WIN! Global) has had on the global software market. To perform any type of complex product demo without some form of discovery is absurd and Riefstahl does an excellent job of analyzing the different types of discoveries that take place today. Whether your discovery takes the shape of a telephone call, brief meeting or, in-depth multiple meetings, you will get ideas that will uncover exactly what you need to present, demo and discuss.

Demos - At the end of the day, that's why you're considering buying this book right? There is gold in this book for strategies and tactics for winning demos. For example, Riefstahl introduces the reader to the tactic of tell-show-tell whenever you demonstrate a feature in your software. As basic as that might sound, it's brilliant. Tell them what you are about to show them (and he offers a variety of ways of doing that), show them only what you told them you were going to show them and tell them what they saw in the form of a benefit! He discusses how a demo should be opened, why sometimes it makes sense to start a demo with what you believe your prospect will see as the most valuable feature whereas other times you hurt yourself by doing that. Whether your product presentation is 30 minutes or 3 days this book will give you ideas that will make you better.

Web Demos - I list this a separate category because let's face it, web demos are different! Regardless of your web demo/presentation platform (Webex, Adobe, GoToMeeting, etc.) Riefstahl provides strategies and tactics for leveraging this technology to the point of differentiation. How many web presentations have you seen that are so boring that you find yourself checking e-mail mid-way through? No longer!

Teamwork - For anyone who has team demos or presentations, you will now have a strategies and tactics that will have the prospect wondering why they would buy from anyone else. Riefstahl provides tactics you can immediately put to use across your team that are easy to implement and immediately impactful.

Bottom line? If you demonstrate or present any type of complex product, whether it is software or anything else, buy the book and act on Riefstahl's tactics and strategies. It will help you win more business.

0 of 0 people found the following review helpful.
The Demo they WILL remember
By Rob F
A MUST read for EVERY SE. You will learn tips and tricks that really make a difference. And when your rep doesn't (or can't) do any discovery for a demo, you will at least know what to ask before you begin to differentiate you from the competition and BE REMEMBERED!

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• Published on: 1705
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Who Am I? How Do I Find Me? is a hands-on, how-to guide filled with information and easy-to-follow exercises designed to free your present moment experience from the grips of the past. Who you really are, i.e. your True Self, is empowered with insight, healing and life-changing action. You’ll learn how your true self gets lost, how to recognize and reconnect with your true self and how to heal and empower your true self. Who am I? How Do I Find Me?goes beyond self-help, through self-discovery, and to self-empowerment! The author, Meda Killgore, is a clinical social worker whose work with individuals and families has resulted in the recognition of how negative life experiences can profoundly restrict self-expression. Meda's life passion has become helping others recognize and express the True Self.

• Sales Rank: #1383312 in Books
• Published on: 2008-06-30
• Released on: 2008-06-30
• Original language: English
• Number of items: 1
• Dimensions: 8.50" h x .48" w x 5.50" l, .55 pounds
• Binding: Paperback
• 190 pages

Features

• ISBN13: 9781419698026
• Condition: New
• Notes: BRAND NEW FROM PUBLISHER! 100% Satisfaction Guarantee. Tracking provided on most orders. Buy with Confidence! Millions of books sold!

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1 of 1 people found the following review helpful.
The Best Book I Have Ever Read
By Amazon Customer
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5 of 6 people found the following review helpful.
Highly Recommended
By C. Crowe
This book is the perfect guide for those who want to clear the emotional debris of the past, take control of well being today and live in the harmony of the present moment. By guiding the reader to evaluate his childhood, culture and negative ego, Killgore points to the tools that lead to self-healing through self-awareness. And using examples from case studies, Killgore successfully illustrates the effects that negative experiences within these realms can have on the self.

Later, the Jungian concept of the shadow is explained in easily relatable terms, helping the reader to zero in on their own shadow traits. Chapter five, on dreams, offers useful tips on deciphering meaning from these "parables of the soul," which Killgore says diagnose a problem and offer a prescription.

Chapters on directing self-dialog to positive self-talk, speaking your truth and listening to the messages of the body are truly empowering. Killgore includes several methods for changing self-talk patterns, a helpful chart of possible meanings for body discomfort and an exercise for stress relief.

The chapter on being present in the moment can help those who are having difficulties in their relationships, and the final chapter on self-forgiveness offers exercises in compassion for the self and for others.

11 of 11 people found the following review helpful.
Very Enlightening
By P. Witt
This book caused me to remember things in my life that brings meaning to my life today. There is so much information I am reading it for the second time. I am very thankful she took the time to put references in the back of the book to guide us further into the healing process.

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Designed for those beginning to study linguistics, this is a lively introduction to two key aspects of the structure of language: syntax (the structure of sentences) and morphology (the structure of words). It shows students in a step-by-step fashion how to analyze the syntax and morphology of any language, by clearly describing the basic methods and techniques, and providing almost 100 practical exercises based on data from a rich variety of the world's languages. Written in an engaging style and complete with a comprehensive glossary, Exploring Language Structure explains linguistic concepts by using clear analogies from everyday life. It introduces a range of essential topics in syntax and morphology, such as rules, categories, word classes, grammatical relations, multi-clause constructions and typology. Providing a solid foundation in morphology and syntax, this is the perfect introductory text for beginning students, and will fully prepare them for more advanced courses in linguistic analysis.

• Sales Rank: #576860 in Books
• Published on: 2006-01-16
• Original language: English
• Number of items: 1
• Dimensions: 9.72" h x 1.02" w x 6.85" l, 1.70 pounds
• Binding: Paperback
• 385 pages

About the Author
Thomas E. Payne is Research Associate in the Department of Linguistics, University of Oregon, and International Linguistics Consultant at SIL International.

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0 of 0 people found the following review helpful.
Four Stars
By Larissa Kranewitter
it's great! Nothing is missing, has a few highlights but works just fine

3 of 3 people found the following review helpful.
UCSB Ling Student
By Paul D. Sonnier
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1 of 1 people found the following review helpful.
A book for any language student or teacher
By SHARON CONE
This is an understandable description of language with exercises from many languages. How interesting the speech of the world is.

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• Sales Rank: #7643315 in Books
• Published on: 1967
• Number of items: 1
• Binding: Hardcover
• 847 pages

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