One of the most challenging aspects when doing discovery is avoiding the impression of an interrogation, and offering quid pro quos is a terrific way to turn the session into a comfortable conversation.
Any time your question(s) generate curiosity in your prospects’ minds you are accomplishing this! Here are two tactics to apply:
I frequently find that prospects don’t know the answers to certain metrics-oriented questions. They often say, “Oh! That’s something I should know… I’ll find out and get back to you!”
This is a delightful form of quid pro quo: You’ve alerted your prospect to something they should be measuring and tracking. And you’ve added value to their day-to-day practices through your discovery discussion.
Another, along similar lines, is when your prospect says, “Oh, good question…!” This means they hadn’t previously associated your question (or the answers) to their situation.
Any time you can generate curiosity in your prospect, you are doing a great job with discovery (and have provided a quid pro quo).
You can find more on quid pro quo and related tactics in Doing Discovery starting on page 199 “Empathy and Quid Pro Quo.”
https://www.amazon.com/Doing-Discovery-Important-Enablement-Processes/dp/B0B8RJK4C2/
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