Review thoroughly these articles:

Download this "7z" file (click "Download anyway"; 123MB; PPT presentation and related multimedia)

    • unzip to its own local folder -- password to be provided -- see 7-zip.org for unzipper

  • move to that folder

    • review the file "WAMware-Demo-Skills-Workshop-TrainerNotes.pdf" -- these are the “behind the scenes” notes for what Wayne does when he conducts the workshop -- you’ll probably want to print this out and use as a guide as you study and rehearse the PowerPoint presentation

  • verify that “WAMware-Demo-Skills-Workshop.ppsx” plays properly (start to finish) on your PC (including all slide animations, audio, video)

Rehearse Delivering Mini-Lectures (per Slide # in presentation above):

  • All - Workshop Methodology (slides 34, 35, 37)

  • All - Objection Handling (slides 40, 41, 42, 43, 44, 45)

  • assignee1 - Demos in the Sales Process (slides 5, 6, 7, 8)

  • assignee2 - Presentation Techniques (slides 13, 14, 15, 16)

  • assignee3 - Small Audience Demo (slides 18, 19, 20)

  • assignee4 - Large Audience Demo (slides 21, 22, 23)

  • assignee5 - Captivate Them (slides 30, 31, 32)

Be Prepared to Illustrate (via live mini demonstration) the following Bad Habits:

  • closed posture; poor eye contact

  • low passion

  • poor handling of late arrival; early departure

  • poor handling of objections: loses momentum; argumentative

  • any other bad demo habits Wayne requests