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Get Ready for the Demo

Posted On: September 3, 2020

Wow US Clients During Demos & Sales Presentations

1. Do you sell to or work with US clients from India? 
2. Are you wondering why they are not connecting with you the way you anticipate? 
3. Do you know you have a good product or service, but feel the US prospect doesn’t get the message the way you present it in your sales call or webinar? 
4. Are you on a software or development team and wonder why the US client is often not interacting with the demos and releases the way you anticipate? 
5. Did you know the US Americans and East Indians approach these presentations in different ways, and that approach and the delivery would need to be tailored to the US way of thinking to be more easily convinced about what you are selling, proposing, or demonstrating? 

This program, Get Ready for the Demo, will help both sales teams and client-facing development teams to effectively structure their programs for more impactful sales before and client retention during the engagement.

 

How you will feel better after working with us  

“When I had a painful event in my career where I lost a US client due to my lack of cultural understanding, Jennifer’s coaching helped me to understand our team’s gaps and create an effective strategy to reenter the US maket, ladning 6 clients ($4.12 million revenue)”

~ Jinesh Narayanankutty
Business and Presales, MyLogistics Cloud

 

“Strategic Thinking sessions allowed us to reflect on our business values, ethics and client engagement strategies. This allowed our team to effectively handle a wide variety of difficult conversations with ease leading to better client relationships and engagement.

~Harikrishnan K
Director, Global Business Development, Advenser Engineering Services

 

“I recently had the pleasure of hiring Jennifer to train some of our team members in corporate communications. After the training, one of the trainees spearheaded an impressive 3-hour client demo which helped the client to have increased confidence in our team and it clearly demonstrated our commitment towards the client project. Most importantly, all participants have increased confidence while communicating with clients and colleagues in English. I am impressed with the extra learning they had by just interacting with Jennifer. They have learned to value and manage time, keep others in the loop and updated of changes, and have learned the importance of mutual respect in a professional environment. I strongly recommend Jennifer as a coach to firms looking to develop quality communication skills of their team members.”

~Venkatesh Thyagarajan
Director and CEO at Cabot Solutions

 

How this helps your team and why it’s important 
As Manoj KP, CEO of ThinkPalm stated when sharing 10 tips in working with US clients, he stressed the importance of, 

“…[the ability] to articulate your accomplishments and positions – not only in the selling process, but also during the engagement.” 

This clearly highlights the importance of being able to communicate with poise, confidence and leadership at any point of the engagement- be it a sales presentation or a demo of a software rollout.  

I am here and ready to help you achieve new heights with your US clients.

Have you ever?

….Spent too much time preparing only to get a garage of questions from the client that make you feel they did not understand your message.

We are here to help you solve this.

….Wondered why the US client doesn’t get as easily motivated with your message, when your local counterparts are amazed by your charisma and eloquence. 

We have helped many others in your situation find a way to wow the US clients.

…Maybe not spent enough time preparing because you “know the technology” and are the “expert” all your team mates come to with doubts, but in front of the US client, there is a disconnect?

We help you to learn how to articulate your expertise to technical and non technical clients alike with convincing power (see this case study for more). 

…Believed… “I can never answer all the questions anyone asks. I freeze when I am asked a question, whether I know the answer or not. How can I prepare for a wide variety of questions that I am confident to answer, and even those I may not know how to answer?” 

We help you break old thought patterns, forming new ones which help you handle these situations with confidence. We do this through brainstorming and preparing common objections and questions lists WITH ANSWERS that you can use in most situations. 

[Keep in mind, we neither give you the questions or answers, you must create the lists, we can help you fine tune your answers. We do not want you to treat these interactions like a viva voice. You should not memorize answers, nor someone else’s words that you don’t own. When you communicate, you will sound like YOU!] 

We practice the delivery of these with you to improve your confidence and fluency. While we can’t anticipate every single question or every single way a question is asked, we are confident in helping you to have a good base of questions, answers and approaches that can work with almost any question you are asked. 

….Thought to yourself…. “Why don’t they understand me? Am I not speaking clearly? Am I using the wrong word? Or, why do I forget what I want to say in the middle of a sentence? Why does my manager or colleague always repeat what I have to say? Why do others talk in place of me?” 

We help you figure out why the US client or prospect doesn’t understand you. Is it your clarity? Is it how you sound (accent)? Is it grammar? Is it how the sentences are structured? Is it the use of some words that are not common in American English? Or, is it some other reason that prevents full clarity? We help you gain conversational fluency and mastery over your topic through mock sessions, peer and facilitator feedback. 

….Lost your prospect’s or client’s attention during connection problems or dead air? 
We help you keep track of your place in a presentation and fill dead air with small talk or other types of interactions that keep the prospect or client online and engaged in your presentation.

 

Audience Profile

Job Titles of Participants Include

• Business Analyst, Business Development Manager, Business Development Executive, Business Development Lead
• CEO
• Delivery Manager
• International Sales Manager
• Junior Software Developer, Senior Software Developer
• Marketing Executive, Marketing Research Analyst
• Project Lead
• Team Lead

 

Duration
As we tailor the intervention to the individual or small group, duration varies from:
5- 20 hours in 1:1 coaching sessions

Syllabus Overview
The syllabus is tailored for the individual chosen. Typically, in the intake session we speak to the candidate, manager and stakeholders (optional) to assess needs and set learning objectives. Based on these conversations, a road map for our work together is created.

Topics can include (but not limited to):

• How to structure your presentation for maximum impact
• How to prepare for any type of session – routine or one-off sessions
• Learn and practice body language for individual and group presentations.
• Importance of body language in virtual as well as face-to-face presentations.
• Voice presentation tips for presentations over the phone or in person.
• Learn how to create an engaging discussion around your presentation.
• Tips for clean and non-distracting PPT slides discussed. 
• Tips on using PPT for virtual or face to face presentations as a single presenter or as part of a group.
• Prepare for interactive question and answer sessions. 
• How to handle technology problems.
• Tips for convincing Americans in presentations.
• Participants will demo a mock presentation based on current business needs and get feedback

…Thank you for considering working with us!…