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A framework to dig deeper in your conversations

A framework to dig deeper in your conversations

Meet my friend TED 🧸️

Meet my friend TED.

T.E.D is an acronym:

T - Tell me...

E - Explain to me...

D - Describe to me...

And anytime you need someone to elaborate on something, use T.E.D.

Prospect: "Yeah we need help building pipeline"

You: "Tell me more about that..."

👇

Prospect: "Yeah our leads are falling through the cracks"

You: "Explain to me why you think that's happening"

👇

Prospect: "We need more automation in place"

You: "Describe to me why you think that's the case"

Your favorite podcast hosts most likely go for depth vs breadth.

If you've heard the "How I built this" podcast by Guy Raz, he will dig and dig and dig.

Cut it out with accepting the surface-level answers.

Go an inch wide and a mile deep.

Rule: It's better to understand 1 problem needing medical treatment vs. 5 problems that are an itch.

Support

If you enjoyed this, please share the Twitter thread:

My favorite podcast hosts know how to dig deep.
In improv class a few years ago, I learned a technique that now helps me dig in discovery meetings as a B2B seller.
THREAD...
— Andrew (@andymewborn)
4:21 PM • Jan 5, 2021

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