{"id":31158,"date":"2022-11-25T10:51:44","date_gmt":"2022-11-25T18:51:44","guid":{"rendered":"https:\/\/greatdemo.com\/?p=28729"},"modified":"2023-01-26T04:19:33","modified_gmt":"2023-01-26T04:19:33","slug":"por-que-muchas-llamadas-de-descubrimiento-se-erran-y-el-proveedor-no-se-da-cuenta-de-ello-parte-1","status":"publish","type":"post","link":"https:\/\/greatdemo.com\/es\/why-many-discovery-calls-go-wrong-and-the-vendor-doesnt-realize-it-part-1\/","title":{"rendered":"Por qu\u00e9 muchas llamadas de descubrimiento salen mal (y el vendedor no se da cuenta) - Parte 1"},"content":{"rendered":"<p>\u00bfCu\u00e1l es la diferencia tangible entre un <em>conversaci\u00f3n<\/em> y un <em>inquisici\u00f3n<\/em>? <em>Danos<\/em> y tomar. Es el <em>d\u00e9<\/em> que falta en <em>as\u00ed que<\/em> \u00a1muchas conversaciones de descubrimiento!<\/p>\n<p>A muchos vendedores se les ense\u00f1a a establecer una buena relaci\u00f3n al principio de una llamada de descubrimiento. Y muchos vendedores lo hacen, por ejemplo, observando algo en la ventana Zoom\/Equipos del cliente potencial: una foto, un trofeo, un equipo, etc. - y mencionando sus intereses comunes. Es un buen comienzo.<\/p>\n<p>Sin embargo, a menudo lo que sigue es una lista de preguntas que el vendedor lanza al cliente potencial y que se vuelven cada vez m\u00e1s inc\u00f3modas a medida que avanza la llamada. Los resultados son:<\/p>\n<ul>\n<li>El vendedor pone fin a la discusi\u00f3n antes de tiempo, antes de descubrir mucho m\u00e1s que<br \/>\n\"dolor\" y alguna informaci\u00f3n sobre el entorno y la pila tecnol\u00f3gica;<\/li>\n<li>El proveedor pierde la oportunidad de explorar el dolor m\u00e1s profundamente, investigar el impacto, descubrir el valor tangible y redise\u00f1ar y construir la visi\u00f3n (con un sesgo hacia las capacidades \u00fanicas del proveedor);<\/li>\n<li>El cliente potencial percibe la llamada como una experiencia dolorosa - una <em>inquisici\u00f3n<\/em> - sin que se les devuelva ning\u00fan valor.<\/li>\n<\/ul>\n<p>\u00bfQu\u00e9 falta?<\/p>\n<p>En <em>d\u00e9<\/em> parte de la discusi\u00f3n: Eso es lo que hace que una llamada de descubrimiento sea c\u00f3moda <em>conversaci\u00f3n<\/em>donde <em>ambos<\/em> Las partes consideran que se ha obtenido un valor significativo. \u00bfC\u00f3mo se consigue esto?<\/p>\n<p>A trav\u00e9s de tres enfoques:<\/p>\n<ol>\n<li>\"Sobre ti\": un di\u00e1logo inicial sobre la <em>prospectos<\/em> antecedentes y la historia, para engrasar la conversaci\u00f3n, y<\/li>\n<li>El uso de Quid Pro Quo: ofrecer ideas, consejos, experiencias y respuestas similares que proporcionen al posible cliente informaci\u00f3n valiosa, directrices y comparaciones. Pueden ser simples comentarios, como \"No est\u00e1 solo\", o ricas historias de \u00e9xito informales que aporten una <em>d\u00e9 <\/em>durante la construcci\u00f3n o la reingenier\u00eda de la visi\u00f3n.<\/li>\n<li>Demostraciones de generaci\u00f3n de visi\u00f3n: una oportunidad para satisfacer el deseo de los clientes potenciales de \"ver una demostraci\u00f3n\" y hacerse una idea de lo que es posible, y abrir la puerta a un descubrimiento m\u00e1s profundo.<\/li>\n<\/ol>\n<p>Obtenga m\u00e1s informaci\u00f3n sobre estos tres valios\u00edsimos elementos del descubrimiento en el nuevo libro, <em><a href=\"https:\/\/www.amazon.com\/Doing-Discovery-Important-Enablement-Processes\/dp\/B0B8RJK4C2\/ref=sr_1_1?crid=1U8XAZMG8HBYK&amp;keywords=doing+discovery&amp;qid=1659904849&amp;s=books&amp;sprefix=doing+discovery%2Cstripbooks%2C216&amp;sr=1-1\" target=\"_blank\" rel=\"noopener\">Descubrimiento<\/a><\/em> o (a\u00fan mejor) \u00a1aprenda a aplicar estas habilidades en una Gran Demostraci\u00f3n! Descubrir <a href=\"https:\/\/greatdemo.com\/es\/talleres\/\">Taller<\/a>.<\/p>","protected":false},"excerpt":{"rendered":"<p>\u00bfCu\u00e1l es la diferencia tangible entre una conversaci\u00f3n y una inquisici\u00f3n? Dar y recibir. Es la parte de dar la que falta en tantas conversaciones de descubrimiento.<\/p>","protected":false},"author":2,"featured_media":27544,"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 center","background-size":"auto","background-attachment":"scroll","background-type":"","background-media":"","overlay-type":"","overlay-color":"","overlay-opacity":"","overlay-gradient":""},"tablet":{"background-color":"","background-image":"","background-repeat":"repeat","background-position":"center center","background-size":"auto","background-attachment":"scroll","background-type":"","background-media":"","overlay-type":"","overlay-color":"","overlay-opacity":"","overlay-gradient":""},"mobile":{"background-color":"","background-image":"","background-repeat":"repeat","background-position":"center center","background-size":"auto","background-attachment":"scroll","background-type":"","background-media":"","overlay-type":"","overlay-color":"","overlay-opacity":"","overlay-gradient":""}},"ast-content-background-meta":{"desktop":{"background-color":"var(--ast-global-color-5)","background-image":"","background-repeat":"repeat","background-position":"center center","background-size":"auto","background-attachment":"scroll","background-type":"","background-media":"","overlay-type":"","overlay-color":"","overlay-opacity":"","overlay-gradient":""},"tablet":{"background-color":"var(--ast-global-color-5)","background-image":"","background-repeat":"repeat","background-position":"center center","background-size":"auto","background-attachment":"scroll","background-type":"","background-media":"","overlay-type":"","overlay-color":"","overlay-opacity":"","overlay-gradient":""},"mobile":{"background-color":"var(--ast-global-color-5)","background-image":"","background-repeat":"repeat","background-position":"center center","background-size":"auto","background-attachment":"scroll","background-type":"","background-media":"","overlay-type":"","overlay-color":"","overlay-opacity":"","overlay-gradient":""}},"footnotes":""},"categories":[20,8],"tags":[7],"class_list":["post-31158","post","type-post","status-publish","format-standard","has-post-thumbnail","hentry","category-doing_discovery","category-great-demo-blog","tag-blog"],"acf":[],"_links":{"self":[{"href":"https:\/\/greatdemo.com\/es\/wp-json\/wp\/v2\/posts\/31158","targetHints":{"allow":["GET"]}}],"collection":[{"href":"https:\/\/greatdemo.com\/es\/wp-json\/wp\/v2\/posts"}],"about":[{"href":"https:\/\/greatdemo.com\/es\/wp-json\/wp\/v2\/types\/post"}],"author":[{"embeddable":true,"href":"https:\/\/greatdemo.com\/es\/wp-json\/wp\/v2\/users\/2"}],"replies":[{"embeddable":true,"href":"https:\/\/greatdemo.com\/es\/wp-json\/wp\/v2\/comments?post=31158"}],"version-history":[{"count":0,"href":"https:\/\/greatdemo.com\/es\/wp-json\/wp\/v2\/posts\/31158\/revisions"}],"wp:featuredmedia":[{"embeddable":true,"href":"https:\/\/greatdemo.com\/es\/wp-json\/wp\/v2\/media\/27544"}],"wp:attachment":[{"href":"https:\/\/greatdemo.com\/es\/wp-json\/wp\/v2\/media?parent=31158"}],"wp:term":[{"taxonomy":"category","embeddable":true,"href":"https:\/\/greatdemo.com\/es\/wp-json\/wp\/v2\/categories?post=31158"},{"taxonomy":"post_tag","embeddable":true,"href":"https:\/\/greatdemo.com\/es\/wp-json\/wp\/v2\/tags?post=31158"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}