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Answer: To identify business opportunities
that you otherwise would miss.
Answer: To upgrade your ability to maneuver through discussions of discovery with people.
Answer: To make it about them, gain information and, through the answers, provide direction for further conversation.
Answer: The Principle of Benefit & Interest: “People do what’s in their own best interest.”
Answer: Rather than the conversation ending, it enables you to keep it moving forward.
Answer: Hot Icebreakers, Power Statements, Impact Questions, Transition Phrases, Empathy Scripts.
Answer: Discovery is about info flowing in; the industry norm is about info flowing out.
Answer: There are seven possible phases in the Mechanics of Interaction.
Answer: The Ask-to-Listen Technique and Triangulation-for-Truth.
Answer: Because it’s of potential benefit or interest to them in some way, you tend to get people’s attention better.
Answer: The Ask-to-Listen Technique enables you to go beyond the “No” in your conversations.
Answer: They advance the conversation, provide clues and signs regarding what’s possible, and manage expectations.
Answer: In most any situation that you are readily able to talk with someone.
Answer: The phases that appear can vary according to the needs of any given discussion.
Answer: Question lists don’t adapt to unpredictable conversations; thus, improvisational ability with questions is important.
Answer: The “lean in”. Again, people tend to pay more attention to something of benefit or interest to them.
Answer: Asking a question specifically about an answer recently received.
Answer: That if you like a property, someone else probably likes the property, too.
Answer: The opposite of a discussion of discovery is a go-nowhere conversation.
Answer: The seven phases can vary in order of occurrence, and can be repeated at different times.
Answer: The issue of not knowing what question to ask next; thus also eliminating pregnant pauses and awkward silences.
Answer: A propportunity; a property of potential benefit or interest to people in some way.
Answer: “Not at this time.”, “I’ll get back to you.”, “I need to run it by my partner.”, “Hmm, maybe.”; and others.
Answer: “I’m curious, let me ask you this…?” “I’m curious, what would you do if…?”
Answer: The one-word term for a discussion of discovery is an interaction.
Answer: A typical conversation wings it; the Mechanics of Interaction work to facilitate a discussion of discovery.
Answer: Asking three similar-yet-different questions about the same topic allows you to more accurately evaluate what’s true.
Answer: Not necessarily. It could be “conceptual” opportunity that “might possibly” happen.
Answer: The two letters of the word NO stand for Next Opportunity.
Answer: Scripts & Dialogues strive to lock in a presentation; MoneyMakers adapt to changing circumstances.
