The Situation Slide

Sales team1 min read

If you do not know the buyer's business issue, it is too early to demo. Read it back at minute 13, before you share your screen. Fields: who; critical business issue (their words); reasons and problems (two friction blocks); specific capabilities (only what solves those); Delta (Q12); critical date (Q13) and first success.

Say (example, fictional)

"Let me check I've got this right. You're running a team of fourteen. Enquiries have dropped and you can't say why. The team stopped posting a fortnight after you asked, and you don't have time to write yourself. You want six or seven of you visible every week before the new office opens in February. What did I get wrong?"

Wait for "that's right" ("you're right" means you have not got it yet). Then the accusation audit. Owner-led with no defined need: longer on step 1. Law, regulated or multi-partner (Technical Proof): longer on step 2, offer module 8.5, agree criteria in writing.

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