Ask Without Cornering
Choose a discovery question that tests value without leading the customer to agree.
Rafi needs to explore approval pain without pushing the customer toward his product. The customer says approvals are slow. Approvals are slow, but it depends on the vendor. fromTop Rafi's next question decides whether he learns or pitches. fromBottom Could you walk me through the last approval that stalled? Correct. It asks for a concrete recent example, which opens the funnel with evidence. Would automated routing solve that for you? Weaker. It leads with the product and produces low-quality agreement. Is approval speed your biggest operational problem? Too closed too early. It asks for priority before understanding the workflow. Why…
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