客户经理的白金课程赢得演示

上次更新时间：2024-09-17

课程售价: 2.9 元

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课程内容

Introduction

Part I First Principles of SaaS Demos That Sell

1. Catalyze a Decision
2. Flip Your Demo Upside Down
3. Solve Exactly
4. Pain Relief and Loss Aversion

Part II Winning Demos Start with These Discovery Techniques

1. Cause Analysis- How to Align Your Demo With Pain
2. How to Align Your Demo with Their Perceptions

Part III The 'Macro' Structure of Winning Demos

1. Overview of the S.A.F.E.T.Y. Structure
2. Start with Pre-Call Planning
3. Align on the Decision
4. Frame the Problem
5. Establish the Big Picture
6. Take Them On a Journey
7. Yield and Pivot

Part IV The 'Micro' Structure of Winning Demos (FAVORITE)

1. The FAVORITE Framework
2. Frame the Pain
3. Ask the Right Question
4. Visualize the Outcome
5. Orient Your Buyer to the Screen
6. Reveal the Workflow
7. Implant the Value
8. Tell a Story
9. Elicit a Response

Part V How to 'Restructure' for Different Demo Scenarios

1. How to Run 'Mini Demos' and 'Demoscovery'
2. Exec Demos

Conclusion and Next Steps

Conclusion and next steps

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客户经理的白金课程赢得演示

上次更新时间：2024-09-17 22:08

课程售价：2.9元

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课程内容

7个章节 , 27个讲座

Introduction

Part I First Principles of SaaS Demos That Sell

1. Catalyze a Decision
2. Flip Your Demo Upside Down
3. Solve Exactly
4. Pain Relief and Loss Aversion

Part II Winning Demos Start with These Discovery Techniques

1. Cause Analysis- How to Align Your Demo With Pain
2. How to Align Your Demo with Their Perceptions

Part III The 'Macro' Structure of Winning Demos

1. Overview of the S.A.F.E.T.Y. Structure
2. Start with Pre-Call Planning
3. Align on the Decision
4. Frame the Problem
5. Establish the Big Picture
6. Take Them On a Journey
7. Yield and Pivot

Part IV The 'Micro' Structure of Winning Demos (FAVORITE)

1. The FAVORITE Framework
2. Frame the Pain
3. Ask the Right Question
4. Visualize the Outcome
5. Orient Your Buyer to the Screen
6. Reveal the Workflow
7. Implant the Value
8. Tell a Story
9. Elicit a Response

Part V How to 'Restructure' for Different Demo Scenarios

1. How to Run 'Mini Demos' and 'Demoscovery'
2. Exec Demos

Conclusion and Next Steps

Conclusion and next steps