{"id":35709,"date":"2024-07-31T16:25:11","date_gmt":"2024-07-31T16:25:11","guid":{"rendered":"https:\/\/greatdemo.com\/?p=35709"},"modified":"2024-07-31T16:25:11","modified_gmt":"2024-07-31T16:25:11","slug":"descubrimiento-no-4-lo-convierten-en-una-inquisicion","status":"publish","type":"post","link":"https:\/\/greatdemo.com\/es\/discovery-dont-4-make-it-an-inquisition\/","title":{"rendered":"Descubrimiento No #4 Hacer una inquisici\u00f3n"},"content":{"rendered":"<p>Es una preocupaci\u00f3n v\u00e1lida. Demasiadas preguntas unidireccionales pueden parecer un interrogatorio o una inquisici\u00f3n.<\/p>\n<p>Analog\u00eda hospitalaria: Imag\u00ednate que te entregan un cuestionario de diez p\u00e1ginas que tienes que rellenar antes de ir al m\u00e9dico y que incluye l\u00ednea tras l\u00ednea de preguntas detalladas sobre tu historial m\u00e9dico, familiares, recetas, seguro, etc\u00e9tera. Y lo que es peor, no tienes respuesta a muchas de las preguntas, por lo que te preocupa no poder ir nunca al m\u00e9dico.<\/p>\n<p>\u00bfSoluci\u00f3n? Al tiempo que completamos la recopilaci\u00f3n de la informaci\u00f3n que necesitamos en nuestros procesos de descubrimiento, tambi\u00e9n debemos ofrecer informaci\u00f3n, orientaci\u00f3n y perspectivas a cambio. El descubrimiento debe percibirse como una conversaci\u00f3n bidireccional, en la que <em>ambos<\/em> Cada una de las partes aprende algo nuevo. Al hacer el descubrimiento, lo conseguimos ofreciendo a cambio comentarios, observaciones y <a href=\"https:\/\/greatdemo.com\/es\/fabuloso-combustible-para-las-ventas-presenciales-y-el-exito-del-cliente-la-increible-utilidad-de-las-historias-de-exito-informales\/\">historias de \u00e9xito<\/a>.<\/p>\n<p>Estos pueden ir desde ideas sobre c\u00f3mo otros clientes han abordado retos similares, o incluso simples comentarios como: \"\u00a1No est\u00e1s solo...!\". V\u00e9ase la secci\u00f3n sobre \"Empat\u00eda y Quid Pro Quo\" en <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> para obtener m\u00e1s directrices sobre esta importante pr\u00e1ctica.<\/p>\n<p>Su cliente potencial debe sentir que tambi\u00e9n se ha llevado informaci\u00f3n nueva y \u00fatil de la conversaci\u00f3n de descubrimiento. Piense en ganar-ganar.<\/p>\n<p>Este es el #4 de la Docena Sucia de No Hacer Descubrimientos - \u00a1puedes encontrar los doce aqu\u00ed! <a href=\"https:\/\/lnkd.in\/evUnp8YV\" target=\"_blank\" rel=\"noopener\">https:\/\/lnkd.in\/evUnp8YV<\/a><\/p>\n<p>Encontrar\u00e1 todas las recomendaciones en <em>Descubrimiento<\/em>:<\/p>\n<p><a href=\"https:\/\/lnkd.in\/g28PXx55\" target=\"_blank\" rel=\"noopener\">https:\/\/lnkd.in\/g28PXx55<\/a><\/p>","protected":false},"excerpt":{"rendered":"<p>Es una preocupaci\u00f3n v\u00e1lida. Demasiadas preguntas unidireccionales pueden parecer un interrogatorio o una inquisici\u00f3n. Analog\u00eda hospitalaria: Imagine que le entregan un cuestionario de diez p\u00e1ginas<\/p>","protected":false},"author":2,"featured_media":35710,"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-35709","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\/35709","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=35709"}],"version-history":[{"count":2,"href":"https:\/\/greatdemo.com\/es\/wp-json\/wp\/v2\/posts\/35709\/revisions"}],"predecessor-version":[{"id":35712,"href":"https:\/\/greatdemo.com\/es\/wp-json\/wp\/v2\/posts\/35709\/revisions\/35712"}],"wp:featuredmedia":[{"embeddable":true,"href":"https:\/\/greatdemo.com\/es\/wp-json\/wp\/v2\/media\/35710"}],"wp:attachment":[{"href":"https:\/\/greatdemo.com\/es\/wp-json\/wp\/v2\/media?parent=35709"}],"wp:term":[{"taxonomy":"category","embeddable":true,"href":"https:\/\/greatdemo.com\/es\/wp-json\/wp\/v2\/categories?post=35709"},{"taxonomy":"post_tag","embeddable":true,"href":"https:\/\/greatdemo.com\/es\/wp-json\/wp\/v2\/tags?post=35709"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}