{"id":35740,"date":"2024-08-02T16:37:38","date_gmt":"2024-08-02T16:37:38","guid":{"rendered":"https:\/\/greatdemo.com\/?p=35740"},"modified":"2024-08-02T16:37:38","modified_gmt":"2024-08-02T16:37:38","slug":"descubrimiento-no-5-preguntas-leidas-de-una-larga-lista","status":"publish","type":"post","link":"https:\/\/greatdemo.com\/es\/discovery-dont-5-read-questions-from-a-long-list\/","title":{"rendered":"Descubrimiento No #5 LEA las preguntas de una larga lista"},"content":{"rendered":"<p>Esto ya es bastante malo cuando se hace a trav\u00e9s de Internet; \u00a1pero es a\u00fan peor cuando se hace cara a cara! El verdadero problema no son las preguntas en s\u00ed, sino el <em>entrega<\/em>. Leer al pie de la letra un gui\u00f3n de preguntas es doloroso. <em>ambos<\/em> partidos.<\/p>\n<p>Parece inc\u00f3modo, \u00a1y lo es!<\/p>\n<p>Una historia real: Estaba escuchando una conversaci\u00f3n de descubrimiento grabada y o\u00ed al representante del vendedor recitar un largo p\u00e1rrafo de una pregunta que s\u00f3lo obtuvo un \"no\" como respuesta del cliente potencial. Hubo una breve pausa cuando el representante anot\u00f3 la respuesta del cliente potencial. Y entonces el vendedor lanz\u00f3 <em>otro<\/em> largo pasaje en formato de pregunta que dio lugar a otro \"no\" por respuesta. Esto dur\u00f3 casi una hora. Aburrido, doloroso y claramente una inquisici\u00f3n.<\/p>\n<p>Este enfoque ahoga las respuestas que podr\u00edan incluir m\u00e1s \"color\" y matices, y sin duda suprime la capacidad de hacer de la llamada una verdadera conversaci\u00f3n.<\/p>\n<p>Analog\u00eda hospitalaria: \u00bfC\u00f3mo se sentir\u00eda si un m\u00e9dico le leyera preguntas largas y detalladas de un grueso bloc de papel o una tableta, una tras otra tras otra? R\u00e1pidamente se sentir\u00eda inc\u00f3modo.<\/p>\n<p>\u00bfLa soluci\u00f3n? Sepa lo que tiene que preguntar o utilice un documento \"prompter\". Un \"prompter\" reduce las preguntas escritas a una o dos palabras, o a una frase breve. De este modo, se cubre el espacio de descubrimiento necesario y, al mismo tiempo, se pueden formular las preguntas de forma din\u00e1mica, utilizando las propias palabras. El resultado es una comunicaci\u00f3n m\u00e1s natural que estimula conversaciones bidireccionales y productivas.<\/p>\n<p>&nbsp;<\/p>\n<p>Este es el #5 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>Esto ya es bastante malo cuando se hace a trav\u00e9s de Internet; \u00a1pero es a\u00fan peor cuando se hace cara a cara! El verdadero problema no son las preguntas en s\u00ed, sino<\/p>","protected":false},"author":2,"featured_media":35741,"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-35740","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\/35740","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=35740"}],"version-history":[{"count":1,"href":"https:\/\/greatdemo.com\/es\/wp-json\/wp\/v2\/posts\/35740\/revisions"}],"predecessor-version":[{"id":35742,"href":"https:\/\/greatdemo.com\/es\/wp-json\/wp\/v2\/posts\/35740\/revisions\/35742"}],"wp:featuredmedia":[{"embeddable":true,"href":"https:\/\/greatdemo.com\/es\/wp-json\/wp\/v2\/media\/35741"}],"wp:attachment":[{"href":"https:\/\/greatdemo.com\/es\/wp-json\/wp\/v2\/media?parent=35740"}],"wp:term":[{"taxonomy":"category","embeddable":true,"href":"https:\/\/greatdemo.com\/es\/wp-json\/wp\/v2\/categories?post=35740"},{"taxonomy":"post_tag","embeddable":true,"href":"https:\/\/greatdemo.com\/es\/wp-json\/wp\/v2\/tags?post=35740"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}