Navigate from product interest to current-state, impact, and future-state diagnosis.
The call opens hot The VP asks for the AI forecasting feature by name. You can either reward the interest with a demo or use it to diagnose the business problem. The path you choose determines whether the buyer evaluates novelty or impact. Gap Selling path Current state -> impact -> future state Problem-centric selling makes the buyer's gap visible before the solution becomes the focus. Shortcut Show the feature first and hope value is obvious. The demo becomes evidence, not entertainment. A feature closes a deal only when it is attached to a quantified gap. 01 Feature request 02…
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