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Basic Discovery

Basic Questioning Review: Understanding Your Customer
This section covers the basics of how to understand your customer. It reviews open-ended questioning, layering and probing questions, what else questions, and staying at the fifty-thousand-foot level.


Basic Note-Taking Review
Taking notes is key to understanding your customer and being able to apply your solution to the customer’s true business pain. This section is a refresher on how to use the branching note-taking technique to capture the customer’s exact words, examples, and stories.



Layering and Probing Interactive Exercise One
Asking layering and probing questions is key to understanding what a customer means by what they say. This interactive exercise will give you a chance to practice listening to a customer, taking great notes, and then formulating meaningful questions.

Layering and Probing Interactive Exercise Two
Asking layering and probing questions is key to understanding what a customer means by what they say. This interactive exercise will give you a chance to practice listening to a customer, taking great notes, and then formulating meaningful questions.


Layering and Probing Interactive Exercise Three
Asking layering and probing questions is key to understanding what a customer means by what they say. This interactive exercise will give you a chance to practice listening to a customer, taking great notes, and then formulating meaningful questions.

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