💡 Tip — Day 198
A buyer joins a demo with three colleagues and a 30-minute calendar hold. Five minutes in, each person is quietly judging something different. Before sharing your screen, align on the decision test: “By the end of today, what would each of you need to see or learn to feel this is worth advancing?” This surfaces hidden criteria early, so the demo follows their bar instead of your feature order. 🎯 Try this today: Add that exact question to the opening notes for your next demo.
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