SAAS-SALES5 MIN READ
When They Say 'Just Show Me the Product'
Use SPIN and an upfront contract to handle a buyer who wants to skip discovery.
Marcus MS VP Customer Success 1 Contract 2 Problem 3 Payoff Rushed buyer 20 minutes The pressure Marcus wants to skip discovery and go straight to product because his calendar is packed. Nina needs enough context to tailor the demo without making Marcus feel blocked. 20 minutes total minutes needed to aim demo workflow that must matter
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