If I can get you to explore just one additional discovery dimension that results in information that leads to a win – you just made my day (and I think I just made yours!)!
Here are a few to explore:
- Discovery Documents
- The Discovery Space
- Perspective
- Wants and Needs
- Probes
- Expansion Questions
- Why? Questions
- Biased Questions
- Diagnostic versus Biased Questions
- Empathy and Quid Pro Quo
- Outflanking Competition
- Vision Reengineering
- The Reverse Demo
- Trust and Credibility
- Avoiding “No Decision”
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