Discovery Empathy: “You Are Not Alone…” - Great Demo

Discovery Empathy: “You Are Not Alone…”

One of the simplest ways to show empathy in a discovery conversation is to offer observations such as, “You are not alone…” in response to pain statements or problem descriptions. This also lends the impression that you have rich experience with their issue.

An expansion, from you, describing similar situations you have seen with other customers provides comfort for your prospect and often encourages your prospect to share more details, such as how they are comparable or differ from what you described.

Learn more about this and other discovery techniques in the Doing Discovery book or Workshop!

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