{"id":36020,"date":"2024-09-19T18:13:54","date_gmt":"2024-09-19T18:13:54","guid":{"rendered":"https:\/\/greatdemo.com\/?p=36020"},"modified":"2024-09-19T18:13:54","modified_gmt":"2024-09-19T18:13:54","slug":"hacer-descubrimiento-la-importancia-de-las-preguntas-por-que-2","status":"publish","type":"post","link":"https:\/\/greatdemo.com\/es\/doing-discovery-the-importance-of-why-questions-2\/","title":{"rendered":"Descubrir - La importancia de las preguntas \"\u00bfPor qu\u00e9?"},"content":{"rendered":"

El cliente potencial pregunta: \"\u00bfSu software puede hacer X?\".<\/p>\n

El vendedor responde: \"S\u00ed, por supuesto\".<\/p>\n

No puedo decirle cu\u00e1ntas veces se ha producido esa breve conversaci\u00f3n sin que el vendedor haya hecho ninguna pregunta de seguimiento. \u00bfQu\u00e9 falta?<\/p>\n

Preguntarse \"\u00bfPor qu\u00e9?\"<\/p>\n

Con demasiada frecuencia, los vendedores se limitan a hacer preguntas sobre las necesidades del cliente potencial, sin aclararlas. Es una gran oportunidad perdida.<\/p>\n

Repasemos de nuevo la conversaci\u00f3n, esta vez con un vendedor m\u00e1s comprometido:<\/p>\n

El cliente potencial pregunta: \"\u00bfSu software puede hacer X?\".<\/p>\n

El vendedor responde: \"S\u00ed, por supuesto, pero dime, por qu\u00e9<\/em> \u00bfes importante para ti?\"<\/p>\n

El cliente potencial responde: \"Hoy en d\u00eda es muy dif\u00edcil hacerlo. Es en gran medida un proceso manual que lleva horas y es un requisito clave para nosotros.\"<\/p>\n

\"Entiendo\", dice el vendedor, \"\u00bfcon qu\u00e9 frecuencia hay que hacer esto... y en qu\u00e9 m\u00e1s afecta...?\".<\/p>\n

La conversaci\u00f3n contin\u00faa con dos resultados intrigantes:<\/p>\n

    \n
  1. El vendedor obtiene un mucho<\/em> Una mejor comprensi\u00f3n de la situaci\u00f3n del cliente potencial y del valor asociado a una soluci\u00f3n.<\/li>\n
  2. El cliente potencial tiene la sensaci\u00f3n de que el vendedor comprende mejor su situaci\u00f3n, lo que hace que se sienta m\u00e1s c\u00f3modo trabajando con \u00e9l.<\/li>\n<\/ol>\n

    Las preguntas \"por qu\u00e9\" son detonantes encantadores. No pierda estas oportunidades en su<\/em> di\u00e1logos de descubrimiento<\/p>\n

    Encontrar\u00e1 muchos m\u00e1s consejos y pr\u00e1cticas en Descubrimiento<\/a><\/em>!<\/p>","protected":false},"excerpt":{"rendered":"

    El cliente potencial pregunta: \"\u00bfSu software puede hacer X?\". El vendedor responde: \"S\u00ed, por supuesto\". No puedo decirle cu\u00e1ntas veces se ha producido esa breve conversaci\u00f3n sin<\/p>","protected":false},"author":2,"featured_media":36021,"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-36020","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\/36020","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=36020"}],"version-history":[{"count":2,"href":"https:\/\/greatdemo.com\/es\/wp-json\/wp\/v2\/posts\/36020\/revisions"}],"predecessor-version":[{"id":36023,"href":"https:\/\/greatdemo.com\/es\/wp-json\/wp\/v2\/posts\/36020\/revisions\/36023"}],"wp:featuredmedia":[{"embeddable":true,"href":"https:\/\/greatdemo.com\/es\/wp-json\/wp\/v2\/media\/36021"}],"wp:attachment":[{"href":"https:\/\/greatdemo.com\/es\/wp-json\/wp\/v2\/media?parent=36020"}],"wp:term":[{"taxonomy":"category","embeddable":true,"href":"https:\/\/greatdemo.com\/es\/wp-json\/wp\/v2\/categories?post=36020"},{"taxonomy":"post_tag","embeddable":true,"href":"https:\/\/greatdemo.com\/es\/wp-json\/wp\/v2\/tags?post=36020"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}