Dimensions of Discovery – Just One More!

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”