Transitioning from Discovery to Demo

Purpose of This Lesson

To ensure the demo feels earned, not forced.

6.1 When to Demo

Only demo when:

• Pain is acknowledged
• Impact is understood
• TFAM relevance is clear

6.2 The Correct Transition

Example:

“Based on what you shared about audit pressure and asset discrepancies, would it make sense to show how TFAM addresses these areas?”

This:

• Aligns demo with pain
• Gets permission
• Positions demo as solution, not show