Discovery and the Visible Spectrum: What Do You See?

Imagine it is sunset… Beautiful colors ranging from brilliant oranges to deep violets: An entire spectrum!

 

Or is it?

 

Nope! We humans see only a very small fraction of the full range of light. How much? 0.0035% in fact. Literally a drop in a bucket!

 

Doing discovery is very similar. Most of us only “see” pain in our prospects and, because we haven’t trained our senses, we don’t observe the broad range of colors across the discovery spectrum.

 

To the untrained eye, we only see our prospects’ workflows and problems. This is as far as most observers explore. An even narrower portion is viewed as BANT: This is like seeing in black and white, and ignoring everything else!

 

What’s missed?

 

In the visible discovery spectrum, there are the significant yellows of Demographics, and the important oranges of our prospects’ Environment.

 

As we open our discovery eyes further, we take in the greens and blues of our prospects’ Major Pains, and the subtle shades of Impact and Value. 

 

Look a little bit more broadly and you’ll encounter the indigos of Related Pains and the Extended Environment. Interestingly, these colors often pack substantial energy!

 

Just beyond are the breathtaking violets of Culture, near the edge of our visible discovery range. These frequencies provide incredible insights into our prospects’ willingness to change.

 

Let’s open our eyes to doing discovery!