Pain Questions (Widening the Gap) Flashcards
Familiarize myself with isolating the pain portion of discovery.
1
Q
When do we use?
A
After we isolated pain
2
Q
What are we looking for?
A
You fully understand the problem. (general probing)
You’ve understood the full context / severity of problem (widen the gap)
You understand what the problem is keeping them from getting (need payoff)
You’ve attached clear numbers to the problem (chunking down // financial)
