Imagine walking into a doctor’s office and, before you can
open your mouth, the doctor immediately writes prescriptions for a broad range
of drugs… The doctor then says, “Let me
know if any of these drugs seem to help address any problems you have.”
Scenario 2:
Imagine walking into a doctor’s office and (again), before
you can open your mouth, the doctor immediately writes prescriptions for a
broad range of drugs… A few days later
you come back, at which time the doctor says, “So what seems to be the trouble?”
How are these different from presenting a demo to a customer
before doing any Discovery?
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