One of the most challenging aspects when doing discovery is avoiding the impression of an interrogation, and offering quid pro quos is a terrific way to turn the session into a comfortable conversation.

Any time your question(s) generate curiosity in your prospects’ minds you are accomplishing this! Here are two tactics to apply:

I frequently find that prospects don’t know the answers to certain metrics-oriented questions. They often say, “Oh! That’s something I should know… I’ll find out and get back to you!”

This is a delightful form of quid pro quo: You’ve alerted your prospect to something they should be measuring and tracking. And you’ve added value to their day-to-day practices through your discovery discussion.