{"id":36603,"date":"2025-01-09T17:38:59","date_gmt":"2025-01-09T17:38:59","guid":{"rendered":"https:\/\/greatdemo.com\/?p=36603"},"modified":"2025-01-09T17:38:59","modified_gmt":"2025-01-09T17:38:59","slug":"como-evitar-que-la-proposicion-de-prueba-se-convierta-en-un-interrogatorio","status":"publish","type":"post","link":"https:\/\/greatdemo.com\/es\/how-can-you-avoid-discovery-becoming-an-interrogation\/","title":{"rendered":"\u00bfC\u00f3mo evitar que el descubrimiento se convierta en un interrogatorio?"},"content":{"rendered":"

\"...\u00bfY d\u00f3nde estabas la noche del 15 de noviembre de 2024...?\"<\/p>\n

En el descubrimiento, demasiadas preguntas unidireccionales pueden parecer un interrogatorio o una inquisici\u00f3n. Y trabajar a trav\u00e9s de una lista de preguntas sin ofrecer nada a cambio... se<\/em> parezca una inquisici\u00f3n para su cliente potencial.<\/p>\n

\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\u00a0ambos<\/em>\u00a0partes aprenden algo nuevo. Para ello, ofrecemos a cambio comentarios, observaciones e historias de \u00e9xito.<\/p>\n

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\u00a0Descubrimiento<\/em><\/a>\u00a0para obtener m\u00e1s directrices sobre esta importante pr\u00e1ctica.<\/p>\n

Su cliente potencial debe sentir que tambi\u00e9n<\/em> se llev\u00f3 informaci\u00f3n nueva y \u00fatil de la conversaci\u00f3n de descubrimiento. Todos salimos ganando.<\/p>\n

https:\/\/www.amazon.com\/Doing-Discovery-Important-Enablement-Processes\/dp\/B0B8RJK4C2\/<\/a><\/p>","protected":false},"excerpt":{"rendered":"

\"...\u00bfY d\u00f3nde estaba usted la noche del 15 de noviembre de 2024...?\". En el descubrimiento, demasiadas preguntas unidireccionales pueden parecer un interrogatorio o una inquisici\u00f3n. Y<\/p>","protected":false},"author":2,"featured_media":36604,"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-36603","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\/36603","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=36603"}],"version-history":[{"count":2,"href":"https:\/\/greatdemo.com\/es\/wp-json\/wp\/v2\/posts\/36603\/revisions"}],"predecessor-version":[{"id":36606,"href":"https:\/\/greatdemo.com\/es\/wp-json\/wp\/v2\/posts\/36603\/revisions\/36606"}],"wp:featuredmedia":[{"embeddable":true,"href":"https:\/\/greatdemo.com\/es\/wp-json\/wp\/v2\/media\/36604"}],"wp:attachment":[{"href":"https:\/\/greatdemo.com\/es\/wp-json\/wp\/v2\/media?parent=36603"}],"wp:term":[{"taxonomy":"category","embeddable":true,"href":"https:\/\/greatdemo.com\/es\/wp-json\/wp\/v2\/categories?post=36603"},{"taxonomy":"post_tag","embeddable":true,"href":"https:\/\/greatdemo.com\/es\/wp-json\/wp\/v2\/tags?post=36603"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}