{"id":36971,"date":"2025-02-19T16:58:27","date_gmt":"2025-02-19T16:58:27","guid":{"rendered":"https:\/\/greatdemo.com\/?p=36971"},"modified":"2025-02-19T16:58:27","modified_gmt":"2025-02-19T16:58:27","slug":"haciendo-descubrimiento-dos-tacticas-que-invitan-a-la-reflexion","status":"publish","type":"post","link":"https:\/\/greatdemo.com\/es\/doing-discovery-two-thought-provoking-tactics\/","title":{"rendered":"Descubrir: Dos t\u00e1cticas que invitan a la reflexi\u00f3n"},"content":{"rendered":"

Uno de los aspectos m\u00e1s dif\u00edciles de la investigaci\u00f3n es evitar la impresi\u00f3n de interrogatorio, y ofrecer contrapartidas es una forma estupenda de convertir la sesi\u00f3n en una conversaci\u00f3n c\u00f3moda.<\/p>\n

Siempre que tus preguntas generen curiosidad en la mente de tus clientes potenciales, lo estar\u00e1s consiguiendo. Aqu\u00ed tienes dos t\u00e1cticas que puedes aplicar:<\/p>\n

A menudo me encuentro con que los clientes potenciales no conocen las respuestas a determinadas preguntas relacionadas con las m\u00e9tricas. Suelen decir: \"Eso es algo que yo debe<\/em> lo s\u00e9... \u00a1Lo averiguar\u00e9 y te lo dir\u00e9!\"<\/p>\n

Se trata de una deliciosa forma de quid pro quo: Ha alertado a su cliente potencial sobre algo que deber\u00eda medir y seguir. Y usted ha a\u00f1adido valor a sus pr\u00e1cticas cotidianas a trav\u00e9s de su conversaci\u00f3n de descubrimiento.<\/p>\n

Otra, en la misma l\u00ednea, es cuando tu cliente potencial dice: \"\u00a1Oh, buena pregunta...!\". Esto significa que no hab\u00edan asociado previamente tu pregunta (o las respuestas) a su situaci\u00f3n.<\/p>\n

Siempre que pueda generar curiosidad en su prospecto<\/em>...est\u00e1s haciendo un gran trabajo con el descubrimiento (y has proporcionado una contrapartida).<\/p>\n

Encontrar\u00e1 m\u00e1s informaci\u00f3n sobre quid pro quo y t\u00e1cticas afines en Descubrimiento<\/em> a partir de la p\u00e1gina 199 \"Empat\u00eda y Quid Pro Quo\".<\/p>\n

https:\/\/www.amazon.com\/Doing-Discovery-Important-Enablement-Processes\/dp\/B0B8RJK4C2\/<\/a><\/p>\n

 <\/p>","protected":false},"excerpt":{"rendered":"

Uno de los aspectos m\u00e1s dif\u00edciles a la hora de realizar una investigaci\u00f3n es evitar la impresi\u00f3n de interrogatorio.<\/p>","protected":false},"author":2,"featured_media":36972,"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-36971","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\/36971","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=36971"}],"version-history":[{"count":2,"href":"https:\/\/greatdemo.com\/es\/wp-json\/wp\/v2\/posts\/36971\/revisions"}],"predecessor-version":[{"id":36974,"href":"https:\/\/greatdemo.com\/es\/wp-json\/wp\/v2\/posts\/36971\/revisions\/36974"}],"wp:featuredmedia":[{"embeddable":true,"href":"https:\/\/greatdemo.com\/es\/wp-json\/wp\/v2\/media\/36972"}],"wp:attachment":[{"href":"https:\/\/greatdemo.com\/es\/wp-json\/wp\/v2\/media?parent=36971"}],"wp:term":[{"taxonomy":"category","embeddable":true,"href":"https:\/\/greatdemo.com\/es\/wp-json\/wp\/v2\/categories?post=36971"},{"taxonomy":"post_tag","embeddable":true,"href":"https:\/\/greatdemo.com\/es\/wp-json\/wp\/v2\/tags?post=36971"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}