Welcome back. Take the mixed review again from memory: it is the quickest way to keep what you learned.
Online lesson · Account Executive, Harborline Payments
Discovery, value mapping, demo, and objection handling
By Monday, run discovery on current processors, payout timing, and chargeback pain.
The path
- Start
- 1Discovery
- 2Value mapping
- 3Demo
- 4Objection handling
- Mixed review
- Your plan
By the end you will be able to
- Demonstrate discovery in language a buyer can use.
- Map value to a buyer outcome in language a buyer can use.
- Demonstrate only the checkout path that matches discovery in language a buyer can use.
- Handle objections in language a buyer can use.
Answer each activity before you see the feedback: trying first is what makes it stick. Your progress stays on this device.
Before you start
You need to run discovery on current processors, payout timing, and chargeback pain. What do you do?
Part 1 of 4 · about 5 min
Discovery
You will be able toDemonstrate discovery in language a buyer can use.
The move
Ask for current process, pain, stakeholders, and success criteria before pitching.
Worked example
Spot the difference: the near-miss people make, next to the move.
A near-miss
Skip discovery and pitch the full catalog
The move
Ask for current process, pain, stakeholders, and success criteria before pitching
Decide
You need to run discovery on current processors, payout timing, and chargeback pain. What do you do?
Put in order
Put these steps in order.
- First step
- Next step
- Last step
Tap the steps in the order they happen. Tap a placed step to take it back.
In your own words
Kept on this device only.
Part 2 of 4 · about 2 min
Value mapping
You will be able toMap value to a buyer outcome in language a buyer can use.
The move
Connect a product capability to a buyer outcome the prospect already named.
Worked example
Spot the difference: the near-miss people make, next to the move.
A near-miss
Pitch product features before tying them to the named outcome
The move
Connect a product capability to a buyer outcome the prospect already named
Decide
You need to map Harborline's value to the buyer's weekend cash-flow. What do you do?
Part 3 of 4 · about 2 min
Demo
You will be able toDemonstrate only the checkout path that matches discovery in language a buyer can use.
The move
Show only the path that proves notes already taken.
Worked example
Spot the difference: the near-miss people make, next to the move.
A near-miss
Run a full product tour instead of the path that proves the notes
The move
Show only the path that proves notes already taken
Decide
You need to demo only the checkout path that matches the notes from discovery. What do you do?
Part 4 of 4 · about 4 min
Objection handling
You will be able toHandle objections in language a buyer can use.
The move
Label the objection, isolate it, and answer with evidence—not a new pitch.
Worked example
Spot the difference: the near-miss people make, next to the move.
A near-miss
Restart the full pitch over the objection
The move
Label the objection, isolate it, and answer with evidence—not a new pitch
Decide
The buyer“We already have a guy.”
You need to handle price and "we already have a guy" objections without discounting first. What do you do?
Put in order
Put these steps in order.
- First step
- Next step
- Last step
Tap the steps in the order they happen. Tap a placed step to take it back.
Mixed review
All of it, mixed together
Every skill in one place. Choosing which move fits which moment is the part that makes it automatic at work.
Match
Match each moment to the move that fits it.
A cautious buyer is live with you.
A cautious buyer already named an outcome worth protecting.
A cautious buyer wants proof on screen, not a tour.
A cautious buyer pushes back mid-thread.
Moves
Tap a moment, then the move that fits it.
Spot it
A coworker wrote down their plan and asked you for a second look. Tap every line that would miss.
A coworkerShared for a second look
My plan
- Ask for current process, pain, stakeholders, and success criteria before pitching
- Pitch product features before tying them to the named outcome
- Show only the path that proves notes already taken
- Restart the full pitch over the objection
Tap each part that misses. Tap it again to take it back.
Finish
Lesson complete
You finished “Discovery, value mapping, demo, and objection handling”. Two minutes more turns it into a plan you will use.
Lesson complete.Your first try on each activity. Missed ones are the moves to practise first.
–in the lesson
How each one went
Your plan
When, then: pick the moment you will use it first, and the move.
My plan
- When
- Pick a moment
- I will
- Pick a move
Take it with you
What good looks like, and when to come back
What good looks like
- DiscoveryAt least four open questions before any price or feature talk.
- Value mappingHarborline's value to the buyer's weekend cash-flow.
- DemoThe checkout path that matches the notes from discovery.
- Objection handlingPrice and "we already have a guy" objections without discounting first.
After the lesson
- Day 2
Quick recall
Open this lesson again and take the review from memory, before you look anything up.
- Day 7
Practice on real work
Use one move on a real case: once with the checklist, then once without it.
- Day 21
Someone watches
Your manager or a peer watches one real attempt against the checklist.
- Day 45
Look back
Note one thing you now do differently, and what shows it.