What should you do to begin the discovery process without it feeling like interrogation?

• A. Ask for permission from your customer to qualify them.
• B. Start with a personal story.
• C. Immediately present plans.
• D. Avoid asking questions.

Answer: (A)

Starting the discovery with a request for permission to qualify sets the tone for a collaborative conversation rather than an interrogation. When you ask to qualify, you signal respect for the customer’s time and autonomy, and you invite them to co-create the path of the discussion. This approach makes it clear you’re trying to understand their situation, goals, and constraints so you can determine fit and next steps together. It reduces defensiveness, builds trust, and makes it easier to gather the information that truly matters (needs, timelines, and decision-making), which keeps the conversation efficient and productive.

Choosing to begin with a personal story might grab attention, but it can derail the discovery by shifting focus away from the customer’s needs. Jumping straight to presenting plans can feel pushy and risk closing off honest conversation. Not asking questions at all stops discovery in its tracks, leaving you without the crucial insights that help tailor a solution.