“…And where were you the night of November 15, 2024…?!”
In discovery, too many one-way questions can feel like an interrogation or inquisition. And working through a list of questions without offering anything in return will feel like an inquisition to your prospect.
Solution? While we need to complete gathering the information we require in our discovery processes, we must also offer information, guidance, and insights in return. Discovery needs to be perceived as a two-way conversation, where both parties each learn something new. In doing discovery, we accomplish this by offering quid pro quo comments, observations, and success stories.
These can range from insights into how other customers have addressed similar challenges, or even simple comments such as, “You are not alone…!” See the section on “Empathy and Quid Pro Quo” in Doing Discovery for more guidelines on this important practice.
Your prospect should feel that they also took away new and useful information from the discovery conversation. Think win-win.
https://www.amazon.com/Doing-Discovery-Important-Enablement-Processes/dp/B0B8RJK4C2/
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