So for context on this section, you'll see this is a scenario where you have a demo on your very first call, meaning that you might be at a company where this is normal where the SDR set up a call for you and the prospect is always expecting a demo, you might be wondering, well, how do I do discovery if the prospect already expecting a demo and they're not gonna be patient with me asking a bunch of questions, especially depending on the type of prospects that you're selling to. Um, I sold to hedge funds a while back. And as you can imagine, many of those folks are very impatient and just want to know what you have to offer. So, something that I do that has been, was very effective for me that I know is also very effective for a number of other account executives is to start off creating a slide of problems and just get to the point in the beginning of the call. And so if I look at the question that I jotted down over here, but before we take a look at the demo today, I put up this one slide that I made and I cannot and I jotted down the exact pain points, we help eradicate for our clients or really the pain points that they come to talk to us about. As you take a look at this. Can you point out which one of these items you find to be the biggest and most consequential pain points are issues for the team. This way I can pinpoint the exact area of our offering which which can potentially help you of course, if none of these resonate, it's probably not the best idea to walk to the platform, but I'll let you take a read then quiet silence, let them read it, let them point something out and then you are automatically into, I appreciate you sharing that can just a little bit more about that and understand what the exact issue is. They're going to share the problem and now you can enter Discovery Zone land prior to starting the demo and once you start a demo, you know, it can continue to do discovery on that pain point and drive that home very effective. Check this out.
