The majority of "discovery" calls that I've heard look and sound something like this:
0:00 Intro (generally only about the vendor reps)
0:03 "Rapport building" (generally remarking about something in the background, weather, sports, etc.)
0:06 Discussion of pain (often simply confirming pain and not going much deeper)
0:14 Overview presentation (corporate and/or product overview, interspersed with a few discovery questions)
0:25 Next steps
Sadly, the time actually invested in doing discovery is often less than ten minutes. Outrageous!
Imagine going to a doctor because you have a pain in your stomach. You say, “Doctor, I have a pain in my stomach…” The doctor grabs a scalpel and replies, “Great – let’s open you up and take a look.”
We’d call this medical malpractice! And how is this different from the “discovery call” above? (It’s not and we should call it “business malpractice!”)
https://www.amazon.com/Doing-Discovery-Important-Enablement-Processes/dp/B0B8RJK4C2/
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