Resource
SpreadsheetDemo
Guide
Use this spreadsheet to build a first-pass sales script covering the up-front contract, discovery, demo segments, close, qualifications, and objections.
Preview the guide
LockedDemo Guide
A sales-script worksheet for shaping discovery questions, demo flow, trial closes, qualification prompts, and objection handling in one place.
Up Front Contract
Draft the opening language that sets expectations, confirms agenda, and aligns on the next step.
Discovery Questions
Organize questions across current state, problem, impact, ideal state, and priority.
Demo Flow
Break the demo into clear sections with trial closes that confirm what matters most.
Close + Objections
Capture close language, qualifiers, and repeated objections so the team can refine the script over time.
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What This Helps You Do
Build a sales script your team can improve over time
Structured Calls
Give reps a clearer call flow from the opening through discovery, demo, and close.
Better Discovery
Keep the team focused on the questions that reveal pain, impact, priority, and fit.
Iterative Coaching
Refine qualifiers, objections, and close language as the team gathers more real call data.
FAQ
Before you open the resource
What does the Demo Guide help sales teams build?
It helps teams build a first-pass sales script that covers the opening, discovery, demo flow, close, qualifiers, and objection handling. That gives reps a clearer structure for live calls.
Why break discovery into separate sections?
Because separating current state, problem, impact, ideal state, and priority makes it easier to diagnose what matters and keeps discovery from becoming a random list of questions.
What is a trial close in the demo?
A trial close is an open-ended question used during the demo to confirm whether what was shown would be meaningful for the buyer. It helps the rep test relevance before moving forward.