EN 
ES 
Symptoms:
Presenter follows the approved but rigid demo script, regardless of the needs or interest of the prospect. Can be difficult to determine if the demo is live or recorded, even with the presenter’s lips moving.
Examples:
“Let me check my script for the next thing I need to show you…”
“Hang on a moment, I need to find my place in the script…”
Cure:
Inject Reality, intravenously. Invest in sufficient discovery with prospect to determine the desired Specific Capabilities. Show these following the Great Demo! methodology:
- Review your prospect’s Situation
- Present an Illustration of the end result
- Do It (prove it in the fewest number of steps)
- Peel Back the Layers in accord with your prospect’s level of interest
- Manage questions
- Summarize
You’ll find the full cure Great Demo!
https://www.amazon.com/dp/B0C9SNKC2Y/
and Doing Discovery
https://www.amazon.com/Doing-Discovery-Important-Enablement-Processes/dp/B0B8RJK4C2/