Prepare discovery, demo, and RFP scripts

Prepare discovery, demo, RFP scripts

High-stakes demos, RFP responses, or competitive deals where precision matters.

• · Product/service description
• · Target persona and pain points
• · Deal context and competitors
• · RFP/RFI requirements (if applicable)

• · Discovery call script (SPIN phases)
• · Demo script with timing and talking points
• · RFP response analysis (coverage matrix)
• · Competitive comparison matrix
• · Objection handling table
• · POC plan (if applicable)

• · Outdated competitor positioning
• · Inflexible script alienates prospects
• · POC criteria too vague or hard to measure

• · SPIN discovery framework (30-min, 7-8-8 min breakdown)
• · Demo script with timing and per-role talking points
• · RFP scoring (Full/Partial/Planned/Gap weighted by priority)
• · POC phased timeline (5 weeks) with scorecard >60% threshold
• · LAER objection handling model