{"id":36477,"date":"2024-12-17T16:57:48","date_gmt":"2024-12-17T16:57:48","guid":{"rendered":"https:\/\/greatdemo.com\/?p=36477"},"modified":"2024-12-17T16:59:35","modified_gmt":"2024-12-17T16:59:35","slug":"cuanto-descubrimiento-es-suficiente","status":"publish","type":"post","link":"https:\/\/greatdemo.com\/es\/how-much-discovery-is-enough\/","title":{"rendered":"\u00bfCu\u00e1nto descubrimiento es suficiente?"},"content":{"rendered":"<p>Es...<\/p>\n<ul>\n<li>\u00bfUn cliente potencial cualificado?<\/li>\n<li>\u00bfDiez preguntas?<\/li>\n<li>\u00bfVeinte preguntas?<\/li>\n<li>\u00bfCincuenta preguntas?<\/li>\n<li>\u00bfUna lista de preguntas m\u00e1s larga?<\/li>\n<li>\u00bfUna hora por persona?<\/li>\n<li>\u00bfUna definici\u00f3n clara de \"dolor\"?<\/li>\n<\/ul>\n<p>\u00bfCu\u00e1nto descubrimiento es suficiente? Lo es cuando <em>ambos<\/em> de las siguientes son verdaderas:<\/p>\n<p>Cuando usted (el vendedor) dispone de informaci\u00f3n suficiente para proponer con confianza y claridad una soluci\u00f3n precisa;<\/p>\n<p><em>y<\/em><\/p>\n<p>Cuando su <em>prospecto<\/em> se sienta seguro de que comprende lo suficiente su situaci\u00f3n como para proponerle con confianza y claridad una soluci\u00f3n precisa.<\/p>\n<p><a href=\"https:\/\/www.amazon.com\/Doing-Discovery-Important-Enablement-Processes\/dp\/B0B8RJK4C2\/\" target=\"_blank\" rel=\"noopener\">https:\/\/www.amazon.com\/Doing-Discovery-Important-Enablement-Processes\/dp\/B0B8RJK4C2\/<\/a><\/p>","protected":false},"excerpt":{"rendered":"<p>\u00bfEs... un cliente potencial cualificado? \u00bfDiez preguntas? \u00bfVeinte preguntas? \u00bfCincuenta preguntas? \u00bfUna lista m\u00e1s larga de preguntas? \u00bfUna hora por persona? \u00bfUna definici\u00f3n clara de<\/p>","protected":false},"author":2,"featured_media":36478,"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 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