NERD ON CALL SERVICES

What to do:

• Select an old call for the scenario
• Write:
  • What you know
  • What you don’t know
• Create 15 discovery questions
• Identify 3 possible hidden factors

Examples:

• What’s at risk if this gets delayed?
• What’s the biggest thing making this difficult on your side?
• What have you already tried that didn’t work?

Goal: Find hidden leverage