Build a demo that maps to the buyer's problems.
Maps every feature you plan to show to a problem the buyer actually stated, and cuts what does not map.
Inside: The problem-to-moment map, the 'so what' per beat, and the cut list.
Install it in one line, or paste it in.
~/.claude/skills/ and runs automatically when it is relevant.Connect your context. Set it to your motion.
it pulls the buyer's exact quotes from the discovery call, so each feature maps to something they actually said, not something you hope they meant.
it reads the qualification fields on the deal and orders the demo around the decision criteria that will actually get it bought.
This was built for a B2B SaaS org that demos a multi-feature platform. Set these to your stack:
Map to the problems your buyer stated, not to your feature roadmap. The skill shows what earns its place in the room.
| Set this | What it is | Default / Example |
|---|---|---|
| PRODUCT areas | the features you can demo | your modulesyour workflows |
| MEETING source | where discovery is recorded | your meeting or transcription tool |
| DISCOVERY fields | where stated pain lives | your qualification fields |
| CRITERIA field | the buyer's decision criteria | Decision_Criteria custom field |
| DEMO length | how long you actually have | 30 min (re-tune to your slot) |
| PROOF assets | what backs each claim | case snapshotmetriclive data |
Everything the skill does, in full.
Builds a demo script for one specific buyer, not a tour. It takes the problems the buyer stated in discovery and, for each thing you plan to show, forces a link back to one of those problems. Every moment gets a "so what" in the buyer's terms. Anything that does not map to a stated problem gets cut, because that is where demos go to die.
- 1One problem per moment
Every feature you plan to show must map to exactly one problem the buyer stated. Write the problem in their words on the left, the feature on the right. If the left side is blank, the feature does not go in the demo. This is the whole discipline.
- 2The "so what" per moment
For each mapped moment, write the "so what" in the buyer's terms: what changes for them, not what the button does. "You click here" is a feature. "This is the 6 hours a week your reps stop losing" is a so-what. Illustrative, but that is the register.
- 3The cut list
Everything that did not map to a stated problem goes on an explicit cut list, so you can see what you are tempted to show and why it is dangerous. Showing it dilutes the moments that matter and invites questions you did not need.
- 4Order for the decision, not the product
Sequence the demo around the buyer's decision criteria, strongest pain first. Open on the thing that hurts most, not the thing your product happens to open on. Land the highest-stakes moment while attention is full.
- 5The feature-dump trap
The failure mode is showing everything the product does to prove it is powerful. It reads as insecure and it buries the two moments that would have closed the deal. The script names this trap explicitly and keeps you to the mapped moments.
- No feature in the script without a stated buyer problem mapped to it.
- Every moment has a "so what" written in the buyer's language, not the product's.
- The cut list is shown, not hidden, so the feature-dump temptation is visible.
- The demo is ordered by pain and decision criteria, not by product menu order.
DEMO SCRIPT · illustrative buyer Order Stated problem (their words) Show this So what 1 "Reps lose hours building lists" Prospecting view Gives back ~6 hrs/wk/rep 2 "We can't tell what's working" Sequence analytics Kills the guesswork on cadence 3 "Handoffs drop the ball" Shared deal view Nothing slips between AE and CSM Cut list (do not show): - Admin settings deep-dive. No stated problem. Feature dump. - Reporting API. Not raised. Save for a technical follow-up. Open on moment 1. It is their loudest pain. Do not lead with the tour.
Where an operator takes this next.
The read is step one. Here is where an operator takes it once the manual version proves out.
Show only what they told you hurts. Cut the rest before the call, not during it.
Connect Gong or another transcript tool so each mapped feature carries the buyer's exact words, not a typed recap.
Connect the CRM's qualification fields so the script sequences by what the deal record says matters most, not a default order.
Wire this as a pre-demo check in Slack: a rep pastes their planned agenda and gets the cut list back before they open the screen share.
One skill is the on-ramp.
A single skill does one job. Chained into a playbook, or run as a full build, it becomes a system. Here is where this one plugs in.