“Oh, good question…!”

 

When doing discovery, any time your prospect says, “Oh good question…!” it means you're doing really well!

 

Why? Because you’ve tapped a topic that is relevant and meaningful. And it’s also likely that your prospect hadn’t previously connected its importance with their problem(s). You’ll typically hear “Oh good question…!” when you probe for impact, value, or related pain areas.

 

To learn more tips and skills like this one, 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.