Course 03 · Lesson 10 of 11
Delivery notes
- Diagnose before you pitch. Anchor in the past: "Talk me through the last time someone in the team posted."
- Holly first. Open on a finished draft, not a dashboard tour. Never lead with features or scheduling.
- Say the AI out loud; don't lead with it. One accusation audit early (5-minute version, step 7).
- Concede fast and ask for the negative. Alex: "The aim of the game with all of these things is to be challenged."
- Money. Honesty first, price plainly, then pause. Label every illustration. One recommendation, not a menu.
- End every call with a buyer action, and on a first call ask the two Method questions: "Who else needs to be comfortable before you'd roll this out?" and "Does anyone in compliance, risk or IT sign off tools that publish under the firm's name?" The answers set the direct or considered motion (Sales method).
- Time box it. Every recorded demo that ran over an hour drew "it's too much".
- No customer claims. We have no customers yet: never "most firms find" or "what we hear from most firms". Use research with its source, or the buyer's own words.
- Names and dates. Never name a customer, prospect, partner, beta user or any client of the founders' other businesses. No date except 31 December.
- Pulse. "Pulse was Holly's working name; you'll see it disappear as screens update."
Progress is saved in this browser only.