Make live demo choices that adapt to new discovery while preserving the value thread.
Live pivot You planned to show approval automation next, but the buyer reveals that data trust is the bigger blocker. The wrong pivot either ignores discovery or turns the demo into a random walk. Decision rule New information changes either the thread or the parking lot If the new detail changes the business outcome, re-anchor and show proof. If it is a side concern, acknowledge it, park it, and return to the thread. Reflex Keep following the script or chase every new question. The buyer sees responsiveness without losing the story. Discovery-led does not mean buyer-chaotic. It means value governs…
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