(No, not Always Be Closing…!)
ABC = Always Be Curious!
Being genuinely curious turns discovery sessions from inquisitions and interrogations into comfortable, bidirectional conversations.
If you’ve “heard it all before”, you aren’t being sufficiently curious. Consider: There are over 8 billion people on the earth, all of whom are individuals with distinct differences.
Similarly, there may be 100s or 1000s of prospect organizations for you, but all have their own specific differences. Find out what they are!
Being curious provides authentic quid pro quo opportunities when doing discovery. Any time you hear something new or even slightly different in a discovery call, explore it.
Always Be Curious!
(And for the full process for doing discovery successfully, grab yourself a copy of Doing Discovery on Amazon!)
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