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Discovery Interviews (Step 2)
Dozens of in-depth articles to fine-tune your Discovery interview skills.
How to plan Discovery interviews
Preparing your interview team
Convincing customers to be interviewed
- 1. Requesting Discovery interviews: What’s in it for customers?
- 2. Tools for setting up Discovery interviews
- 3. Overcoming customer objections to a Discovery interview
- 4. Special Case 1: You've already been meeting with this customer
- 5. Special Case 2: The customer wants you to make a presentation
- 6. What is a Market Insights Report?
How to handle confidential info in an interview
How to conduct a Discovery interview
Finding & using a digital projector for interviews
How to conduct a customer tour
How to debrief & follow-up a Discovery interview
Engaging your sales colleagues in interviews
Engaging distributors in interviews
Interviewing customers down the value chain
How to interview remotely with web-conferences
How to interview at trade shows & other venues
Interviewing in different global cultures & languages
How to listen well during customer interviews
How to probe during customer interviews
- 1. High-lumen and low-lumen probing questions
- 2. Supplier-led vs. customer-led interviews
- 3. What-and-Why probing method
- 4. Probing with your Discovery Interview Quick-Start Card
- 5. How do we test our hypotheses?
- 6. SALT Method for advanced probing
- 7. Seven Discovery Interview gambits to uncover more outcomes