Does this scenario sound familiar?

When you speak with a new prospect, one of the first things you try to accomplish is scheduling a product demonstration. The demonstration is delivered online (via a web conference), or you (and perhaps a product expert?) travel to the prospect's location to deliver the demonstration. In either case, the demonstration covers all of the primary functions of the product and consumes at least a couple of hours.

Sometime after the demonstration you send a proposal to the prospect. But, no buying decision is ever made. The (so-called) opportunity languishes for many weeks or months in your pipeline. Eventually the opportunity is quietly removed from your pipeline, and the prospect is never seen or heard from again.

The resources in this section will show you how to deliver product demonstrations that will maximize your chances of closing sales. Please note that many of the concepts that apply to delivering effective product demonstrations apply equally well to making effective presentations to individuals and groups.