The Most Important Demonstration Fundamentals for your Innovative Solution!

A really important part of disrupting the future is demonstrating complex innovations. This blog will help you prepare, execute and lead successful solution demonstrations to prospects in your field.

Bridge Building:

Bridge-building or the "Bridging" concept is the most important fundamental you can learn about demonstrating. This concept involves bridging the mental gap between how your prospect in your field today perform their job and how they'll perform it with your new innovation.

Think of a deep canyon. At the beginning of your demonstration, your prospect is on side of the canyon and you're asking them to move to the other side, which is your innovative solution. So the question is, How are you going to get them across?

What do you use to construct your bridge?

• Knowledge of the prospect and their needs.
• Knowledge about your innovative solution
• The technique of demonstrating how your innovative solution will address and improve their process flow of requirements.

Essentially you need to help your prospect visualize being on the other side of the bridge using your innovative solution.

Tell-Show-Tell technique

This concept is simple but very effective. It's the ability to TELL the prospect what they're about to see, SHOW them what you just told them they'd see, and finally TELL them what they saw.

If you've ever watched any popular children's tv shows, you know they teach lessons through repetition and reinforcement.

An example of how this works:

How do you teach a kid the letter K?

• First, they start introducing the letter K as the topic the kids will learn about (TELL).
• Second, they sing a song about the letter K, "K is for Kite...." (SHOW)
• Third, The lesson is wrapped up with a summary of the letter K (TELL).

By simplifying and clarifying your demonstration by using the Tell-Show-Tell technique your prospects will get a better understanding of the powerful features and benefits of your innovative solution and drastically reduce objections and problems during your demonstration.

Takeaway: these are two widely used techniques to demonstrate a successful demo of your innovative solution.

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