What are your prospects’ emotional stances when you start your demos?
Enthused?
Curious?
Skeptical?
Cynical?
Annoyed?
Apathetic?
Neutral?
How does their mindset change over the course of the demo?
What causes those changes?
Or does their mindset not change at all?
And if YOU are the prospect, what is your emotional stance at the beginning of a demo to you? How and why does your mindset change during the demo (or does it stay the same)?
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