Stop the Feature Tour

Feature tours hide priority. When every capability gets equal time, the buyer cannot tell which one creates value. Listen for the tour pattern The warning phrase is "you can also." It usually means the demo has left the buyer's story and returned to product inventory. Pause and re-anchor Name the discovered concern, then show the shortest path that addresses it. The pause should feel helpful, not apologetic. Keep the parking lot visible Do not dismiss extra features. Park them by value: "I will hold bulk editing unless we confirm exception volume is the main problem." Common trap: proving completeness when…

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