Demonstrating Capability

There are three ways to describe capabilities:

• Features
• Advantages
• Benefits

Demonstrating capabilities involves transforming Advantages into Benefits:

• Prevent Objections than having to "handle" objections
• Help, internal sponsors sell for you most effectively
• Gain buyer support or approval for your solution

Purpose

Demonstrating capability effectively involves:

• Completing the Investigating stage and have all SPIN questions asked
• Your buyer has to express an Explicit Need that your solution can meet