{"id":35646,"date":"2024-07-23T19:02:48","date_gmt":"2024-07-23T19:02:48","guid":{"rendered":"https:\/\/greatdemo.com\/?p=35646"},"modified":"2024-07-23T19:02:48","modified_gmt":"2024-07-23T19:02:48","slug":"descubrimiento-no-1-no-hacer-descubrimiento-en-absoluto","status":"publish","type":"post","link":"https:\/\/greatdemo.com\/es\/discovery-dont-1-dont-do-discovery-at-all\/","title":{"rendered":"Descubrimiento No #1 \u00a1No hagas ning\u00fan descubrimiento!"},"content":{"rendered":"<p>Suponer que todos los clientes potenciales son completamente iguales y tienen exactamente las mismas necesidades, intereses y situaciones. Si bien algunas <em>mayo<\/em> (eso es lo que define un mercado), esta suposici\u00f3n SAD (Stunningly Awful Discovery) da lugar a demos Harbor Tour asombrosamente horribles, POCs innecesarios, numerosos <a href=\"https:\/\/greatdemo.com\/es\/evitar-resultados-sin-decision\/\">Sin decisi\u00f3n<\/a> y p\u00e9rdidas demasiado frecuentes a manos de competidores que realmente <em>do<\/em> \u00a1Descubrimiento!<\/p>\n<p>He aqu\u00ed una analog\u00eda de lo rid\u00edculo que es esto:<\/p>\n<p>Imagina que te encuentras muy mal y te diriges al hospital. Un m\u00e9dico se re\u00fane contigo, pero en lugar de hacerte preguntas o realizarte pruebas, te indica la farmacia y te dice: \"Prueba cada uno de los medicamentos que tenemos disponibles y av\u00edsame si alguno funciona...\".<\/p>\n<p>Es la prescripci\u00f3n sin diagn\u00f3stico, tambi\u00e9n conocida como prescripci\u00f3n m\u00e9dica. <em>mala praxis<\/em>!<\/p>\n<p>\u00bfSoluci\u00f3n? Visite <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>\u00a1! Recuerde, el descubrimiento se hace para <em>ambos <\/em>partes: para que usted, como vendedor, pueda proponer una soluci\u00f3n precisa y para que su cliente potencial se sienta seguro de que usted comprende suficientemente su situaci\u00f3n para ser <em>able<\/em> proponer una soluci\u00f3n precisa.<\/p>\n<p>&nbsp;<\/p>\n<p>Este es el #1 de la Docena Sucia de No Hacer Descubrimientos - \u00a1puedes encontrar los doce aqu\u00ed! <a href=\"https:\/\/greatdemo.com\/es\/asombrosamente-horrible-discovery-la-docena-sucia-de-discovery-donts\/\">https:\/\/greatdemo.com\/stunningly-awful-discovery-the-dirty-dozen-of-discovery-donts\/<\/a><\/p>\n<p>Encontrar\u00e1 todas las recomendaciones en <em>Descubrimiento<\/em>:<\/p>\n<p><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\">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<\/a><\/p>\n<p>&nbsp;<\/p>\n<p>&nbsp;<\/p>","protected":false},"excerpt":{"rendered":"<p>Suponer que todos los clientes potenciales son completamente iguales y tienen exactamente las mismas necesidades, intereses y situaciones. Aunque parte de esto puede ser cierto (es<\/p>","protected":false},"author":2,"featured_media":35650,"comment_status":"closed","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":"default","adv-header-id-meta":"","stick-header-meta":"","header-above-stick-meta":"","header-main-stick-meta":"","header-below-stick-meta":"","astra-migrate-meta-layouts":"set","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],"tags":[7],"class_list":["post-35646","post","type-post","status-publish","format-standard","has-post-thumbnail","hentry","category-doing_discovery","tag-blog"],"acf":[],"_links":{"self":[{"href":"https:\/\/greatdemo.com\/es\/wp-json\/wp\/v2\/posts\/35646","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=35646"}],"version-history":[{"count":1,"href":"https:\/\/greatdemo.com\/es\/wp-json\/wp\/v2\/posts\/35646\/revisions"}],"predecessor-version":[{"id":35651,"href":"https:\/\/greatdemo.com\/es\/wp-json\/wp\/v2\/posts\/35646\/revisions\/35651"}],"wp:featuredmedia":[{"embeddable":true,"href":"https:\/\/greatdemo.com\/es\/wp-json\/wp\/v2\/media\/35650"}],"wp:attachment":[{"href":"https:\/\/greatdemo.com\/es\/wp-json\/wp\/v2\/media?parent=35646"}],"wp:term":[{"taxonomy":"category","embeddable":true,"href":"https:\/\/greatdemo.com\/es\/wp-json\/wp\/v2\/categories?post=35646"},{"taxonomy":"post_tag","embeddable":true,"href":"https:\/\/greatdemo.com\/es\/wp-json\/wp\/v2\/tags?post=35646"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}