{"id":35778,"date":"2024-08-06T14:49:24","date_gmt":"2024-08-06T14:49:24","guid":{"rendered":"https:\/\/greatdemo.com\/?p=35778"},"modified":"2024-08-06T14:49:24","modified_gmt":"2024-08-06T14:49:24","slug":"discovery-dont-6-haga-cinco-minutos-de-descubrimiento-y-luego-presente-su-vision-general-de-la-empresa-o-del-producto","status":"publish","type":"post","link":"https:\/\/greatdemo.com\/es\/discovery-dont-6-do-five-minutes-of-discovery-and-then-present-your-corporate-or-product-overview\/","title":{"rendered":"Descubrimiento No #6 Haga cinco minutos de descubrimiento y luego presente su visi\u00f3n general de la empresa o del producto"},"content":{"rendered":"<p>He visto y escuchado <em>cientos<\/em> de llamadas de descubrimiento y un <em>muy<\/em> \u00a1gran porcentaje padecen este grave mal! Parece ser el resultado del deseo de los vendedores (menos maduros) de \"tomar el control\" y \"presentar algo\". En muchos casos de SAD (Stunningly Awful Discovery), presentar una visi\u00f3n general de la empresa o del producto se considera una parte fundamental del proceso de venta del vendedor.<\/p>\n<p>Analog\u00eda hospitalaria: Imagine que llega a un hospital tras sufrir un accidente de bicicleta. Est\u00e1s sangrando moderadamente, te duelen varios sitios y te preocupa que puedas tener alg\u00fan hueso roto. Un m\u00e9dico te ve, observa que est\u00e1s sangrando y te pregunta: \"\u00bfD\u00f3nde te duele?\", y luego empieza una presentaci\u00f3n de veinte minutos que abarca la declaraci\u00f3n de objetivos del hospital, su historia fundacional, su crecimiento y sus ingresos a lo largo del tiempo, las estad\u00edsticas de pacientes, los departamentos y servicios... Todo el tiempo est\u00e1s <em>todav\u00eda<\/em> sangrado, \u00a1y el dolor s\u00f3lo ha empeorado al sufrir durante la presentaci\u00f3n!<\/p>\n<p>\u00bfLa soluci\u00f3n? Descubrir, no presentar Este es el momento de <em>pregunte a<\/em>no a <em>dile a<\/em>!<\/p>\n<p>Este es el #6 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>He visto y escuchado cientos de llamadas de descubrimiento y un gran porcentaje padece este grave mal. Parece ser un<\/p>","protected":false},"author":2,"featured_media":35779,"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-35778","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\/35778","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=35778"}],"version-history":[{"count":2,"href":"https:\/\/greatdemo.com\/es\/wp-json\/wp\/v2\/posts\/35778\/revisions"}],"predecessor-version":[{"id":35781,"href":"https:\/\/greatdemo.com\/es\/wp-json\/wp\/v2\/posts\/35778\/revisions\/35781"}],"wp:featuredmedia":[{"embeddable":true,"href":"https:\/\/greatdemo.com\/es\/wp-json\/wp\/v2\/media\/35779"}],"wp:attachment":[{"href":"https:\/\/greatdemo.com\/es\/wp-json\/wp\/v2\/media?parent=35778"}],"wp:term":[{"taxonomy":"category","embeddable":true,"href":"https:\/\/greatdemo.com\/es\/wp-json\/wp\/v2\/categories?post=35778"},{"taxonomy":"post_tag","embeddable":true,"href":"https:\/\/greatdemo.com\/es\/wp-json\/wp\/v2\/tags?post=35778"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}