Are you looking to inspire more engagement on your next discovery call? 

Well, you might want to slow roll the talk on their project a bit. 

I know we’re anxious to get into the meat of the meeting and talk about the project at hand, but the truth is, as soon as we do that, we’ll be mired in such detail that it’ll be very hard to really get above the clouds and get into the real value and meaning of why they’re making a change. 

So want to do what I do? 

Resist the temptation to jump into the details on their project for at least the first 15 minutes of your meeting, and instead, focus on the larger activities going on in the organization so that context is yours when you start to move the opportunity down the pipe.

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