{"id":31821,"date":"2023-01-31T18:10:54","date_gmt":"2023-01-31T18:10:54","guid":{"rendered":"https:\/\/greatdemo.com\/?p=31821"},"modified":"2023-01-31T18:10:54","modified_gmt":"2023-01-31T18:10:54","slug":"los-tres-porques-y-el-descubrimiento","status":"publish","type":"post","link":"https:\/\/greatdemo.com\/es\/the-three-whys-and-discovery\/","title":{"rendered":"Los tres \"porqu\u00e9s\" y el descubrimiento"},"content":{"rendered":"

In Chip and Dan Heath\u2019s fabulous book Made to Stick<\/i><\/span><\/a>, they describe using the \u201cThree Whys\u201d to uncover the emotional core of an idea. They suggest asking \u201cWhy\u201d three times for any important topic. With each answer, you get to a higher and more meaningful level: the emotional core.<\/p>\n

For example:<\/p>\n

A sales manager (as a prospect) says, \u201cI need more, better leads for my team\u2026\u201d<\/p>\n

\u201cWhy is this important?\u201d you ask.<\/p>\n

\u201cOh, we\u2019re spending too much time working leads that are unqualified\u2026\u201d is the response.<\/p>\n

\u201cI see,\u201d you say, \u201cTell me, why is that a problem?\u201d<\/p>\n

\u201cThe team isn\u2019t progressing enough leads to next sales stages\u2026\u201d replies the sales manager.<\/p>\n

\u201cAnd why is that an issue for you?\u201d you inquire.<\/p>\n

The sales manager admits, \u201cBecause if we don\u2019t convert enough leads, we won\u2019t make our quarterly numbers!\u201d<\/p>\n

Ah ha! You\u2019ve just uncovered the Critical Business Issue for the sales manager. Three Whys\u2026!<\/p>\n

[And why is it important to identify a prospect\u2019s Critical Business Issue? Because the absence<\/i> of a Critical Business Issue will lead to a No Decision outcome. You can learn more about these ideas in Doing Discovery<\/i><\/span><\/a>. Now ask yourself, \u201cWhy is this<\/i> important\u2026?\u201d]<\/p>\n","protected":false},"excerpt":{"rendered":"

En el fabuloso libro de Chip y Dan Heath Made to Stick, describen el uso de los \"Tres porqu\u00e9s\" para descubrir el n\u00facleo emocional de una idea.<\/p>","protected":false},"author":2,"featured_media":25839,"comment_status":"open","ping_status":"closed","sticky":false,"template":"","format":"standard","meta":{"_acf_changed":false,"site-sidebar-layout":"default","site-content-layout":"default","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":"default","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":[11,20],"tags":[7],"class_list":["post-31821","post","type-post","status-publish","format-standard","has-post-thumbnail","hentry","category-beyond_demos","category-doing_discovery","tag-blog"],"acf":[],"_links":{"self":[{"href":"https:\/\/greatdemo.com\/es\/wp-json\/wp\/v2\/posts\/31821","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=31821"}],"version-history":[{"count":0,"href":"https:\/\/greatdemo.com\/es\/wp-json\/wp\/v2\/posts\/31821\/revisions"}],"wp:featuredmedia":[{"embeddable":true,"href":"https:\/\/greatdemo.com\/es\/wp-json\/wp\/v2\/media\/25839"}],"wp:attachment":[{"href":"https:\/\/greatdemo.com\/es\/wp-json\/wp\/v2\/media?parent=31821"}],"wp:term":[{"taxonomy":"category","embeddable":true,"href":"https:\/\/greatdemo.com\/es\/wp-json\/wp\/v2\/categories?post=31821"},{"taxonomy":"post_tag","embeddable":true,"href":"https:\/\/greatdemo.com\/es\/wp-json\/wp\/v2\/tags?post=31821"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}