A customer's throwaway line about our demo changed my whole pitch

Last month I was on a call with a VP at a logistics company in Nashville. We were going through our usual 30 minute demo, showing off all the features and integrations. About 20 minutes in she just said, 'This is nice, but what does it do for my Tuesday morning?' I froze for a second. She didn't care about the dashboard or the automation flows. She wanted to know if she could finally stop chasing her sales team for updates every week. That one question made me strip the whole demo down. Now I open every call by asking what their worst weekly task is, then I show only the part of our product that kills that specific pain. It's shorter and way more effective. Has anyone else had a client basically rewrite their sales script for them mid-call?

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