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Discovery Mastery
Discovery 1: Uncovering & Developing Pain
What's the fundamental purpose of discovery? (5:38)
9 common symptoms of poor discovery and how to avoid these (1:31)
Setting Agenda's and Up Front Contracts (3:07)
Active Listening and Summarising (4:01)
Contextual Questioning (8:28)
Discovery 2: Amplifying Value & Urgency
Explore the role of expertise in effective discovery (7:51)
Learn about the value pyramid – and how we can use it to guide our questioning (2:48)
The Pain Scale – pressing the bruise to take pain on a journey (5:59)
Finessing techniques (15:54)
Building & Delivering A Compelling Business Case
What is a business case and why should we care? (7:17)
The Compelling Event - identify, classify and amplify customer-led urgency (3:19)
Story-telling tips and techniques to make your core message cut through (2:00)
Using the business case to create alignment, agreement and accountability (19:50)
Discovery Mastery Course Materials
Opportunity Scorecard (3:14)
Business case Template (0:32)
Discovery Coaching Playbook
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Active Listening and Summarising
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