Framework
Pings and Echoes
Technique to detect customer indecision by articulating potential concerns and listening for confirmation or refutation
Pings and Echoes
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Episodes1
Related Concepts9
Related Practices4
Ask about this framework
Transcript mentions
… (29:39): We found a technique, this is actually not in the book, we found it after we wrote the book, called pings and echoes that high performers use. Think of the way a surface ship might detect a submarine in the water using sonar.
Framework
Pings and Echoes
Technique to detect customer indecision by articulating potential concerns and listening for confirmation or refutation
Episodes1
Related Concepts9
Related Practices4
Ask about this framework
Transcript mentions
… (29:39): We found a technique, this is actually not in the book, we found it after we wrote the book, called pings and echoes that high performers use. Think of the way a surface ship might detect a submarine in the water using sonar.