AwareComm eMod Systems
Industry Specialist Agent Training - Self Directed

Description of the
Demonstration Certification Requirements
(including but not limited to)

Proficiency in the Competencies will be determined in 2 ways (both are required):

Demostration entails the ability to recognize and validate real-world skills by successfully completing a demonstration/presentation of the Prospects’ issues and AwareComm resolutions.  Demonstration shall educate the prospect and clients in a way that brings them to a comprehensive understanding of the needs and the contribution of AwareComm solutions.

The ability to be able to utilize advanced Speaker and Presentation Skills On Site and understand and apply the conversion of these skills to Online Presentations.  Demostrations requires skills in all aspects of Principle-based Presenting to Prospects and Customers, including proficiency in the utilizing of various forms of Online, as well as Onsite Presentation tools and features.

Principle-based Presenting is the ability to competently employ the modular nature of the products, services and systems in their parts and as a whole, so that you are able to “think through” choosing the most appropriate content, sequences and stages.  The demonstration is a creative process, not a single event.  The demonstration is more of an art than a science. One size does not fit all.  The process includes but is not limited to:

• Drawing upon and applying your knowledge and skill from the two previous competencies: Industry Market Development and Needs Analysis.
• Assessing and examining all the tools and features – select what is appropriate for a series of multiple stage of the demonstration process.
• Using the tools available to show and explain.
• Selecting the most compelling resources at your disposal which reflect the identified needs and full range of solutions.
• Crafting a story that unfolds so that the presentation is a journey rather than reaching a destination.
• Responding to questions or comments that a prospect raises within a spontaneous flow.
• Exercising the ability to rethink, be flexible (be in the process itself) and more focused on the quality of interaction with the prospect rather than meeting your predetermined goals.
• Anticipating the need for change, and remaining open to revising and learning from the prospect of what is needed next.
• Masterful understanding of the Sample Business Control Panel and its multiple configurations.
• Proficiency in understanding and demonstrating of the modular nature of the Resource Centers.
• Selecting the most ideal conference room or combination of rooms that offers the appropriate features and benefits given the selected content.

Demonstration encompasses handling the complete flow, from emailing appropriate first contact information prior to the demonstration and ensuring the prospect’s computer is ready for the demo through to the final stages of the demonstration

It is a process of being so familiar with the systems, the tools and understanding of the prospects needs that utilizing the modular nature of the systems and materials including: websites, PowerPoints, word documents, eMods and Videos is a stream of seamless movement.  As demonstrations are guided by principles rather than a set structure, a set of inflexible rules will naturally develop the more practical experience you develop.  Knowing where to start and where to move to next with ease, like any skill, is a matter of practice.

Agent must understand and apply the third of the “4 I’s” AwareComm process that evokes a clients Imagination - to apply information and create a desire; to establish goals (a critical part in expanding the creative applications).