FOUR ACTIONABLE TAKEAWAYS

PPI (Problem, Pain, Impact): Get agreement on a problem, understand the pain the problem causes, and identify what that means for the buyer and the business.

Use bucket questions to get problem agreement. Weave the top 3 problems into your opening questions.

When someone tells you what they want, restate it as a pain point. Turn solutions into problems.

The transition between discovery and demo is the perfect time for "might make sense".