Discovery to Proof Quick Reference
Recall the questions and moves that convert discovery into demo proof.
JTBD What is the first discovery question after a feature request? Do not ask settings first. What moment are you trying to improve with that feature? The question moves from product category to customer circumstance. Pain versus gain Pain reliever or gain creator? A strong demo often needs one of each. Feature-tour objection Can you just show us all the automation options? The buyer asks for breadth before the job is clear. Tour every option and hope something resonates. Your line I can cover automation. To make it useful, which business moment should the automation improve? It acknowledges the request…
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