{"id":37460,"date":"2025-05-22T15:37:17","date_gmt":"2025-05-22T15:37:17","guid":{"rendered":"https:\/\/greatdemo.com\/?p=37460"},"modified":"2025-05-22T15:37:17","modified_gmt":"2025-05-22T15:37:17","slug":"la-demostracion-inversa-un-fabuloso-metodo-de-descubrimiento-2","status":"publish","type":"post","link":"https:\/\/greatdemo.com\/es\/the-reverse-demo-a-fabulous-discovery-method-2\/","title":{"rendered":"La demostraci\u00f3n inversa: Un fabuloso m\u00e9todo de descubrimiento"},"content":{"rendered":"

Si quiere desplazar un sistema existente (ya sea de la competencia o fabricado por un cliente), un planteamiento estupendo es solicitar una \"demostraci\u00f3n inversa\". Sus objetivos son:<\/p>\n

    \n
  1. Vea lo que su cliente potencial ME GUSTA<\/em> en el producto titular. As\u00ed evitar\u00e1 menospreciar las capacidades que su cliente potencial aprecia.<\/li>\n
  2. Vea lo que su cliente potencial NO <\/em>como y, a continuaci\u00f3n, explorar la profundidad del dolor, el impacto y el valor, etc., asociados a la realizaci\u00f3n de un cambio.<\/li>\n
  3. Si est\u00e1 familiarizado con la oferta de la competencia, es posible que se d\u00e9 cuenta de que hay capacidades que su cliente potencial puede estar DESCARGA<\/em> Esto tambi\u00e9n puede ayudar a su causa.<\/li>\n<\/ol>\n

    Muchos profesionales de Great Demo! y Doing Discovery informan de que han incorporado este paso a su proceso de descubrimiento est\u00e1ndar con gran \u00e9xito: \"Antes de que te haga una demostraci\u00f3n, \u00bfpor qu\u00e9 no me la haces t\u00fa a m\u00ed?\".<\/p>\n

    \u00a1Qu\u00e9 buena manera de darle la vuelta al gui\u00f3n!<\/p>\n

     <\/p>\n

    Encontrar\u00e1 m\u00e1s informaci\u00f3n sobre las demostraciones inversas a partir de la p\u00e1gina 225 en las secciones Elementos de descubrimiento de Descubrimiento<\/em><\/a> aqu\u00ed:<\/p>\n

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

    Si quiere desplazar un sistema existente (ya sea de la competencia o fabricado por un cliente), un planteamiento estupendo es solicitar una \"demostraci\u00f3n inversa\".<\/p>","protected":false},"author":2,"featured_media":36157,"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-37460","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\/37460","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=37460"}],"version-history":[{"count":2,"href":"https:\/\/greatdemo.com\/es\/wp-json\/wp\/v2\/posts\/37460\/revisions"}],"predecessor-version":[{"id":37462,"href":"https:\/\/greatdemo.com\/es\/wp-json\/wp\/v2\/posts\/37460\/revisions\/37462"}],"wp:featuredmedia":[{"embeddable":true,"href":"https:\/\/greatdemo.com\/es\/wp-json\/wp\/v2\/media\/36157"}],"wp:attachment":[{"href":"https:\/\/greatdemo.com\/es\/wp-json\/wp\/v2\/media?parent=37460"}],"wp:term":[{"taxonomy":"category","embeddable":true,"href":"https:\/\/greatdemo.com\/es\/wp-json\/wp\/v2\/categories?post=37460"},{"taxonomy":"post_tag","embeddable":true,"href":"https:\/\/greatdemo.com\/es\/wp-json\/wp\/v2\/tags?post=37460"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}