ES 
EN 
Vendors constantly struggle to answer this question – so let’s address it!
How much discovery is enough? Is it…
When you have a qualified Lead?
When you have completed a list of questions? How many?
10 questions?
20 questions?
50 questions?
When you’ve done thirty minutes per person? One hour per person?
When you have a clear definition of “Pain”?
None of these is sufficient!
Here’s a practical measure – you have done enough discovery when dos criteria have been met:
- When you, the vendedor, have sufficient information to confidently and clearly propose a precise solution;
Y
- Cuando su prospecto is confident that you have a sufficient understanding of their situation to be able to confidently and clearly propose a precise solution.
Both conditions need to be satisfied!
(And here’s how to accomplish this…
https://www.amazon.com/Doing-Discovery-Important-Enablement-Processes/dp/B0B8RJK4C2/)