Stop selling pain and earn the right to sell with empathy!
You left the last demo feeling great. You did exactly what you were trained to do - you found the pain during discovery, recapped all of it during your demo, and pushed it during the close. By the end of the presentation, there was no doubt the audience felt the pain, but then you were able to show them the right solution.
But a funny thing happened after the demo. Nothing. Because people don’t actually like feeling pain in a sales meeting, and they don’t want to work with people who make them feel bad. Your audience already knew they had problems, and they need to know how you’re going to help, not told all of the things they’re doing wrong.
In this webinar, Master Demo Coach Ed Jaffe will discuss why “challenging” audiences isn’t the best approach when it comes to demos and presentations. Ed will provide instruction on how to deliver more impactful presentations based on principles of positive psychology and behavioral economics, then walk you through what an authentic sales presentation looks like - one that’s delivered with empathy and vulnerability - so you can make authentic connections with your audiences. That way, your demos will result in closed deals, not closed doors.
About Ed Jaffe
Ed is passionate about helping technology companies tell stories so they can communicate value. Founding Demo Solutions answered the “What Next” for Ed back in 2018, following a successful career in presales and strategy. Besides running the business, Ed is the head coach for client engagements and ensures that every Demo Solutions client gets deliverables that are up to his standards (which are pretty high).
An experienced presales and strategy leader, Ed has contributed to millions of dollars in new revenue by writing and delivering unique demos. Over the course of his career, he has been recognized with several awards, including being named the top presales professional in his business unit at a global software company.
Prior to founding Demo Solutions, Ed built the presales and sales operations teams at an AI startup in Chicago, served as the strategy lead for an enterprise marketing technology platform, and spent years in marketing technology presales and consulting.
When he’s not teaching or consulting, Ed can usually be found playing one of his electric guitars at an inappropriate volume, cooking awesome desserts with his wife and son, taking his dogs to the park or spending far too much money at independent bookstores and record stores.