Discovery and demo

The questions you ask and the nine minutes you show decide most deals. This chapter holds the master discovery ladder and the fixed demo order. Prepare, then run the opening, discovery, read-back, core demo and close in that order. Anything marked Test first is not confirmed in Dom Watts's feature document: rehearse it on the day and use the manual route if it fails. If a screen does not match this chapter, the screen wins and you tell the pack lead the same day. Prices come only from Commercial answers; objections from the Objection handbook; Holly in depth from the Holly playbook.