Double What You Learn in Discovery
Updated: Sep 18, 2021
Here is a simple tip that can dramatically improve your discovery with prospects
You can speak 150 words a minute.
But You can think 1200-1500 words a minute - which is really fast
You should probably wear a helmet for your own protection
So, When you ask a client a question that is going to take them a minute to answer
They will go into their brain bank and select a bunch of words
When they give you that 150 words, you know there are 1350 words they did not say
There is probably more they would say, but they feel social pressure to stop talking
So you want to encourage them to talk and have them say as much as possible.
And you want them to have a chance to edit their thoughts. It is a bit like writing; when you write, you don’t write it the first time; you think, you edit. You are going to give clients the chance to edit their thoughts, so when they stop talking, just ask “What else” and look genuinely curious
That simple phrase gives the other person the social permission to keep talking.
It gives them a chance to think out loud, and it will give you way more information than you would have had
I will challenge you to ask “what else” at least once in one of your discoveries and see how magical that phrase is.