Which of These Discovery Elements DON’T You Know?

-       How to Use Discovery Documents

-       The Breadth of the Discovery Space

-       Multiple Prospect Perspectives

-       Wants vs Needs

-       The Three Types of Probes

-       Expansion Questions

-       Why? Questions

-       Biased Questions

-       Diagnostic versus Biased Questions

-       Empathy and Quid Pro Quo

-       Outflanking Competition

-       Vision Reengineering

-       The Reverse Demo

-       Earning Trust and Credibility

-       Avoiding No Decision

 

You’ll find all of these and more in Doing Discovery. Make 2025 your year to upskill!

 

Consider enrolling in a Doing Discovery or Great Demo! Workshop or explore our books, blog and articles on the Resources pages of our website at https://GreatDemo.com. Join the Great Demo! & Doing Discovery LinkedIn Group to learn from others and share your experiences.

 

 

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