{"id":26121,"date":"2021-04-05T17:04:32","date_gmt":"2021-04-06T00:04:32","guid":{"rendered":"https:\/\/greatdemo.com\/?p=26121"},"modified":"2023-01-27T22:40:58","modified_gmt":"2023-01-27T22:40:58","slug":"dejame-cerrar-mi-puerta-para-descubrir-una-historia-de-confianza-y-credibilidad","status":"publish","type":"post","link":"https:\/\/greatdemo.com\/es\/let-me-close-my-door-a-discovery-story-of-trust-and-credibility\/","title":{"rendered":"\"D\u00e9jame cerrar mi puerta\" - Una historia de descubrimiento de confianza y credibilidad"},"content":{"rendered":"<p style=\"text-align: left;\"><span style=\"font-size: 14px; text-align: left;\">Esta es una historia real:  Llevaba unos 45 minutos en una llamada de descubrimiento con un vicepresidente de ventas, hablando de las habilidades de demostraci\u00f3n de su equipo.  Como parte de mi evaluaci\u00f3n de un equipo, suelo preguntar por sus habilidades de descubrimiento.<\/span><\/p>\n<p><span style=\"color: #000000;\">En consecuencia, pregunt\u00e9: \"\u00bfQu\u00e9 porcentaje de tu equipo hace un buen trabajo en Discovery?\".<\/span><\/p>\n<p><span style=\"color: #000000;\">Respondi\u00f3: \"...Sobre 20%...\".<\/span><\/p>\n<p><span style=\"color: #000000;\">Me lo pens\u00e9 un momento y luego pregunt\u00e9 de otra manera: \"Hmmm... \u00bfQu\u00e9 porcentaje de tu equipo <em>piensa<\/em> hacen un buen trabajo con Discovery, pero sabes que <em>no<\/em>?\"<\/span><\/p>\n<p><span style=\"color: #000000;\">Me sorprendi\u00f3 gratamente cuando me dijo: \"...Espera, d\u00e9jame cerrar la puerta...\".<\/span><\/p>\n<p><span style=\"color: #000000;\">Y, un momento despu\u00e9s, continu\u00f3 con: \"...\u00a1Acerca de 80%!\".<\/span><\/p>\n<p><span style=\"color: #000000;\">Me di cuenta de que hab\u00edan ocurrido varias cosas importantes:<\/span><\/p>\n<ul>\n<li><span style=\"color: #000000;\">Estaba compartiendo conmigo informaci\u00f3n que no quer\u00eda compartir con su equipo. \u00a1Maravilloso!<\/span><\/li>\n<li><span style=\"color: #000000;\">Pero <em>por qu\u00e9<\/em> \u00bfestaba dispuesto a compartirlo? Porque me hab\u00eda ganado su confianza y hab\u00eda generado suficiente credibilidad como para que estuviera dispuesto a hacerlo, y en el proceso revel\u00f3 un problema mucho m\u00e1s profundo.<\/span><\/li>\n<\/ul>\n<p><span style=\"color: #000000;\">Curiosamente, m\u00e1s tarde tambi\u00e9n me cont\u00f3 que sab\u00eda que las habilidades de descubrimiento de su equipo necesitaban mejorar, pero que nunca lo hab\u00eda tenido lo suficientemente en cuenta como para abordarlo, hasta que me explic\u00f3 la medida \"Acerca de 80%\".  Se dio cuenta de que se trataba de un problema fundamental que afectaba a todos los aspectos posteriores: dise\u00f1o de soluciones, demostraciones, POC, propuestas, descuentos y mucho m\u00e1s.<\/span><\/p>\n<p><span style=\"color: #000000;\">El resultado fue que <em>he<\/em> \u00a1pidi\u00f3 que se ampliaran los talleres Great Demo! para que su equipo incluyera segmentos sustanciales centrados espec\u00edficamente en la metodolog\u00eda Discovery, lo que supone un aumento de 33% en los resultados.<\/span><\/p>\n<p><span style=\"color: #000000;\">No es un mal resultado por hacer esa pregunta adicional.<\/span><\/p>","protected":false},"excerpt":{"rendered":"<p>\u00bfQu\u00e9 porcentaje de tu equipo cree que hace un buen trabajo con Discovery, pero t\u00fa sabes que no es as\u00ed?\".<\/p>","protected":false},"author":2,"featured_media":26122,"comment_status":"open","ping_status":"closed","sticky":false,"template":"","format":"standard","meta":{"_acf_changed":false,"site-sidebar-layout":"default","site-content-layout":"","ast-site-content-layout":"default","site-content-style":"default","site-sidebar-style":"default","ast-global-header-display":"","ast-banner-title-visibility":"","ast-main-header-display":"","ast-hfb-above-header-display":"","ast-hfb-below-header-display":"","ast-hfb-mobile-header-display":"","site-post-title":"","ast-breadcrumbs-content":"","ast-featured-img":"","footer-sml-layout":"","ast-disable-related-posts":"","theme-transparent-header-meta":"","adv-header-id-meta":"","stick-header-meta":"","header-above-stick-meta":"","header-main-stick-meta":"","header-below-stick-meta":"","astra-migrate-meta-layouts":"default","ast-page-background-enabled":"default","ast-page-background-meta":{"desktop":{"background-color":"var(--ast-global-color-4)","background-image":"","background-repeat":"repeat","background-position":"center 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