Intriguing Discovery Question: What Are You Not Interested In?

This is a non-obvious obvious question! Many people find it easier to describe what they don't want than what they do want! 

 

And while the set of things that your prospect is not interested in can be large, asking this question often helps prospects identify key areas of non-interest. This saves time for both parties (and may trigger your curiosity as to why they aren’t interested!).

 

Finally, there are two dimensions to consider for this: 

 

-       First, with respect to discovery: What should we not discuss? 

-       Second, regarding a post-discovery demo: What are you not interested in seeing in your demo?

 

You’ll find many more creative and pragmatic ideas in Doing Discovery.