Charles Muhlbauer explains why follow-up questions should track what a prospect actually said, not a script. Ask about their triggers, skip irrelevant comments, and drill deeper when they give you something real. Accuracy beats optimism.
You can have the best discovery questions on planet Earth, but if your discovery questions are not based off of what the prospect literally just told you, it will be an interrogation based on what they just told you. Of course you're going to run out of things to ask on a certain topic. But they said something. Oh, that's interesting. I'm going to ask something else about that. Now, if they said something that's not relevant to me, okay, I'll move on. But if they say something that's a trigger, my question is going to be based on what you just told me, and that's the best kind of discovery.
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