technical demo Archives - Technical Sales System

The best technical demo ever

April 11, 2016April 11, 2016 cyprien Leave a comment

Watch this video of Steve jobs introducing the Macintosh and you will understand immediately what is a great technical demo!

What makes this technical demo so good?

1- Show, don’t tell

Well, first, he is not talking endlessly about the product’s features.

He just lets the product talk by itself (literally…)

2- He is not showing the machine, he is showing what people can do with it

People never saw something like that at that time… but Steve Jobs doesn’t really show them the Macintosh…he shows them what they can do with the Macintosh: Photoshop, Word, Chess game…

Watching that, I remember that my father purchased a Macintosh II when I was a kid. I was so happy with it that I still remember ver clearly everything I was doing on it…and that made me an apple fan ever since.

3- Light effects and music

The light is focused only on the Macintosh, no other distraction is visible.

The music is motivating and reminds the incredible achievements that Apple did by creating the Macintosh.

There’s probably much more but that’s the only things I saw for the moment.

Maybe I’ll come home and find my old Macintosh II…he is still working by the way 🙂

Fear of Public Speaking: How I made it disappear

February 26, 2016March 14, 2016 cyprien 2 Comments

Have you ever felt a sudden lack of confidence because of public speaking… as if the equations and the symbols that made sense for you suddenly wouldn’t impress your public?

The fear of public speaking is actually common among engineers and high educated people… I had this fear a few years ago too.

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You can do ANYTHING, if you know how

January 14, 2016January 25, 2016 cyprien Leave a comment

Doing occasionally technical support, I have heard so many times:

“I cannot do this, I cannot do that…”

And then, most of the time comes a request that has nothing to do with technical support…

Like:

“I don’t understand why something is not working like it should…”

The problem here is not the “something”, it’s the “I don’t understand”…

That’s what I would like to answer:

“You can do anything, if you know how”

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Are you making the difference between benefits and features?

January 8, 2016January 8, 2016 cyprien 1 Comment

For those who know the answer, this question seem trivial…but that’s not the case for everyone and that’s why I am writing this post.

Actually, once when I was a young engineer without knowledge of sales or marketing, I didn’t know the difference myself. When I discovered there was a HUGE difference between benefits and features, I started to stop to use these 2 words interchangeably and I started to pay attention on what I was really saying to prospects and clients.

I hope this will enlighten you as well!

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Prospects Never Think it Over

December 30, 2015January 25, 2016 cyprien Leave a comment

That was the perfect technical demo ever…

I think that this arrives all the time, especially when you are selling a complex and technical product or software.

You present your product in the best way you can. In fact, you practiced so well that you know it is a killer demo and that everyone will definively be convinced about the incredible performance of your product.

You showed all the best features and the prospect seemed interested and asked you very pertinent questions.

You were the expert and you knew that with this product nothing can fail and that’s the best choice for your prospect.

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Are you doing one of those mistakes in your technical sales demo?

December 10, 2015January 17, 2016 cyprien 7 Comments

If you are a new technical sales engineer, you may not be familiar with the delicate art of technical sales demo to potential clients.

The technical demo is something so important that a simple mistake may lose a deal and that is why I would like to share my experience with you about my own mistakes.

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