In this episode, Aditya and Yaag discuss how to improve the sales discovery and demo experience for your prospects by truly understanding their buyer journey and pain points. Aditya throws light into 4 key aspects of a sales discovery and demo conversation including: small talk, questions to ask during discovery, how to personalize and make the demo valuable to the prospect, agreeing upon the next steps, and a lot more. ➡️ Key Points covered 00:00 - Intro 00:50 - The components of a sales discovery and demo conversation 01:58 - How to do small talk without being lazy about it 07:45 - Doing discovery -- who should do it & how to do it meaningfully 09:35 - Need to have discovery and demo in the same meeting 11:45 - The concept of SPIN Selling 15:11 - The true purpose of a demo 21:23 - Handling objections by truly understanding the customer 28:40 - Agreeing on the next steps after discovery & demo 34:25 - Establishing the key differentiation & value proposition 35:50 - Need to sum up the key takeaways from the conversation 41: 12 - Key takeaways