KEY INSIGHTS

• The 9 Steps of a Demo
• The 5 Steps for the Prospect's Known Problems:
  
  • Presenting Your Expert-Diagnosis: For the Known Poblems
  • "Challenging" the Difference Between: The Prospect's Self-Diagnosis, & Your Expert-Diagnosis
  • Presenting Solution Options (With a Recommendation): For the Known Problems
  • A "Shared Decision Making" Process with the Prospect (To Choose a Solution): For the Known Problems
  • Unpacking a Plan of Execution, of How to Use the Solution: to 'Solve' the Known Problems
• The 4 Steps for the Prospect's Uknown Problems:
  
  • Presenting Your Expert-Diagnosis: For the Unknown Poblems
  • Presenting Solution Options (With a Recommendation): For the Unknown Problems
  • A "Shared Decision Making" Process with the Prospect (To Choose a Solution): For the Unknown Problems
  • Unpacking a Plan of Execution, of How to Use the Solution: to 'Solve' the Unknown Problems