Mike Montague interviews Hamish Knox on How to Succeed at Trials and Demos. Hamish is a Sandler trainer from Calgary, AB, Canada and author of Accountability the Sandler Way and Change the Sandler Way, and he was our 2020 David H Sandler Award Winner. You can check out his books on Amazon or the Sandler Shop. In this episode:

• The best attitude, behavior, and technique on how to succeed at trials and demos
• Don't offer a demo if you don't have to
• Know WHY you're doing a trial or demo
• Real prospects will put skin in the game
• Set up the post demo appointment before you start the demo
• When to ask, "And who else?"
• Have a quick call with all decision-makers before the demo begins
• You may have to back off the demo and work on the terms first
• Hamish's favorite Sandler concept

Podcast: https://howtosucceed.libsyn.com/

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