Premature Elaboration: A Curable Disease!

Symptoms:

1. Presenting “solutions” without sufficient discovery
2. Pre-answering questions that the vendor hears frequently (but weren’t asked by this prospect)

Prescription:

1. Do discovery before presenting solutions.
2. Let your prospect ask the questions and encourage a conversation!

And here are where you can find the cures!

Doing Discovery

https://www.amazon.com/Doing-Discovery-Important-Enablement-Processes/dp/B0B8RJK4C2/

Great Demo! Third Edition:

https://www.amazon.com/dp/B0C9SNKC2Y/