- Andy's Newsletter
- Posts
- 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
And if you'd like more tidbits like this, please do join the email list below.