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10 Start Every Customer Discovery Call With Transparency and Authenticity

Name: 10 Start Every Customer Discovery Call With Transparency and Authenticity
Uploaded: 2023-08-18T20:56:00+00:00
Duration: 32 s
Channel: Bob London
Description: In this brief segment, Bob London advises that the opening moments of any discovery or important conversation should be used to clearly state the purpose…

18 Aug 2023 · 1 min

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In this brief segment, Bob London advises that the opening moments of any discovery or important conversation should be used to clearly state the purpose and create a sense of connectedness and transparency. He emphasizes that the questions he teaches are deliberately disruptive—customers have likely never heard them before—so it’s crucial to warn participants that the conversation will be atypical. By doing so, respondents are less likely to be startled or give rehearsed answers, keeping the dialogue authentic and on track.

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I think when you take a moment at the beginning of a discovery conversation or any important conversation to just kind of say, okay, let's just talk about why we're here and make sure we're on the same page. That creates a sense of connectedness and transparency. The questions that I teach are very disruptive, which means customers have never heard them before. And it's important to explain what they're about to hear, not by prefacing them and preparing them, but just by saying, hey, this is not your typical conversation. You're going to hear questions you haven't heard before. And that way, when you get to the question, they're not prepared with an answer, but they're not startled in a way that throws the conversation off. Off track.