Sell the way the product works — assemble truth → prepare with evidence → propose → the buyer approves. Principles: sell the cycle not the software · quantify with their numbers immediately · prove on real work · govern the risk visibly · land the wedge, earn the org.

Stages (CRM mirrors exactly; exit criteria are facts)

S0 Identify ICP ≥9 → S1 Discover pain story + H/C/N + why-now + P2 engaged → S2 Align Day demo with their tool names, P1 reacted, P3 identified, criteria drafted → S3 Prove 30-day POV: criteria met in writing, 1+ documented catch, prep-time delta measured, security parallel → S4 Commit realized-POV ROI, P4 cleared, paper through → S5 Land kickoff ≤5 days, handoff doc → S6 Expand. MEDDICC overlay; two red letters at S3 = no Commit. No stage skipping. Targets: S1→S2 ≥60% · S2→S3 ≥50% · S3→S4 ≥60% · S1→Won ≥20% · cycle ≤90 days.

Discovery (30 min — 8 required outputs)

Pain sentence verbatim (confirmed back) · tool map (count + names) · H/C/N · wound story (last churn surprise) · AI-demotion status ("what did they stop using it for?") · why-now signal · eval path · demo booked on-call with P1 + the skeptic invited. Napkin out loud: "That's [H×C×N×22]/month in reconstruction — keep that number, you'll grade us against it."

Demo (15 min — 6 fixed beats, never reordered)

1. Their morning, named (their tools, their H, their wound story) → 2. Workbench opens: what changed / what needs you / what's prepared → 3. Evidence: click the signal, click any field — provenance → 4. Ask → Assign → APPROVE (the climax): hand the skeptic the approval; edit; execute; receipt; 3 seconds of silence → 5. The refusal + the trail: show what it will NOT do (memory-write gated, fail-closed), scroll the boring audit log — "boring is the point" → 6. The ask: napkin recalled, POV proposed, "what would you want the third criterion to be?"

Objection roots (diagnose, then answer)

"Will it work?" = amnesia/hallucination scars → evidence + refusal beats · "Will my team use it?" = babysitting scars → Day-1 morning + 89% DAU proof · "Is it safe?" = anarchy fear → governance architecture + packet · "Worth it?" → ROI in their numbers · "Are you real?" = startup risk → export guarantee + design-partner terms, honest stage. Key flips: ChatGPT → "your team demoted it — correctly; this is the opposite architecture" · Gainsight → "it sees the CRM; your churn story lives across usage+support+billing+email" · Build-internal → "what happens when its engineer leaves?" · Microsoft/Salesforce-will → "whose truth spans the silos, and who approves what acts across them?"

Kill lines

"Dashboards show work. Workbenches do work." · "Copilots visit your apps. IntegrateWise is where work lives." · "ChatGPT remembers what it wants. IntegrateWise remembers what you approve." · Doctrine anchor once per conversation: "Truth you own. AI you rent. Approval in between."

Source: repo docs/commercial/07-sales/ (§36–§43) + §09 battle cards + legacy docs/sales/ drills · Synced 2026-07-21