Discovery Basics

Question 1

In an influence context, what is “discovery” less about?

Answer 1

It’s less about you finding out information, because you’ve likely seen the prospect’s situation before.

Question 2

What is discovery MORE about?

Answer 2

Allowing the person on the other side to discover what’s really going on with themselves.

Question 3

It’s important for the other person to find out new information about themselves through what action from you?

Answer 3

Through you asking great questions.

Question 4

What is the “influence blueprint”?

Answer 4

The process that needs to happen during discovery to move someone from a state of curiosity to a decision.

Question 5

What is the general idea of how the decision-making process works?

Answer 5

We all start externally and slowly move internally.

Question 6

What is the first step in the decision-making process or “funnel”?

Answer 6

Curiosity—just looking around and being interested.

Question 7

What is the second step in the decision-making process after Curiosity?

Answer 7

Helping the person realize that the topic is a “big deal.”

Question 8

How does the speaker use a gutter salesman as an example of making something a “big deal”?

Answer 8

By explaining how faulty gutters can lead to a cracked foundation, which is a much more expensive problem.

Question 9

What is the third step in the process, after realizing “it’s a big deal”?

Answer 9

The prospect realizes, “I want to do something about this” or “I need to do something about this.”

Question 10

The “I need to do something about it” stage signifies what important shift?

Answer 10

The shift from an external problem to an internal responsibility for the prospect.

Question 11

At what point in the process can the persuader start to “push back” or “push away”?

Answer 11

After the prospect has stated, “I need to do something about this” or “I want to do something about this.”

Question 12

What is the psychological effect of “pushing back” at this stage?

Answer 12

It makes the other person pull themselves back in and start to fight for the solution.

Question 13

What is the fourth step in the funnel, after “I want to do something about it”?

Answer 13

The prospect realizes, “I don’t want to do nothing about this” or “I can’t do nothing about it.”

Question 14

At the “I can’t do nothing” stage, what new element can the persuader push back on?

Answer 14

Time (e.g., “Why not just put it off for a couple of years?”).

Question 15

At what point is the product or service usually pitched?

Answer 15

When the prospect realizes that now is the time to do something about the problem, rather than pushing it off.

Question 16

What is the final stage of the discovery process, where a decision is made?

Answer 16

When the prospect starts to realize, “Oh, this is the perfect thing for what I need. This is exactly what I’m looking for.”

Question 17

The speaker uses the word “influence” loosely because, at the end of the day, you can’t do what?

Answer 17

You can’t make them do something with 100% certainty if they don’t want to do it.

Question 18

When using this discovery process, we are dealing in what?

Answer 18

Probabilities, not certainties.

Question 19

Following the influence blueprint steps increases the probability of what?

Answer 19

The probability that the other person will see the value in their own head enough to make a decision in the direction we want.