Kayvon Kay

Your job in discovery is to ask the kind of questions that lead them to say the things that they haven't even fully admitted to themselves. But you need to go there with empathy. You go there with leadership. You go there with presence. Here are a few of my go-to discovery questions. One, let me walk, walk me through what's not working for you right now. What have you already tried in the past?

Your job in discovery is to ask the kind of questions that lead them to say the things that they haven't even fully admitted to themselves. But you need to go there with empathy. You go there with leadership. You go there with presence. Here are a few of my go-to discovery questions. One, let me walk, walk me through what's not working for you right now. What have you already tried in the past?

Your job in discovery is to ask the kind of questions that lead them to say the things that they haven't even fully admitted to themselves. But you need to go there with empathy. You go there with leadership. You go there with presence. Here are a few of my go-to discovery questions. One, let me walk, walk me through what's not working for you right now. What have you already tried in the past?

Let me ask this. What happens if this doesn't get fixed? How long have you been feeling this way? And a key question, key. Well, what's most important to you right now? Not what's important to you right now, because a lot of things are important to them. But what's most important to you right now? You never want to rush this part. This is the part that makes the close inevitable.

Let me ask this. What happens if this doesn't get fixed? How long have you been feeling this way? And a key question, key. Well, what's most important to you right now? Not what's important to you right now, because a lot of things are important to them. But what's most important to you right now? You never want to rush this part. This is the part that makes the close inevitable.

Let me ask this. What happens if this doesn't get fixed? How long have you been feeling this way? And a key question, key. Well, what's most important to you right now? Not what's important to you right now, because a lot of things are important to them. But what's most important to you right now? You never want to rush this part. This is the part that makes the close inevitable.

Once I'm in the discovery question and once you're in deep into the conversation, you can then bring in what I call is the four horsemen of emotional urgency. It's the four horsemen of emotional urgency. So let's go a little deeper here because this is where I want to introduce you to this concept. Number one, these are the four levers that pull people into action without ever needing to pitch.

Once I'm in the discovery question and once you're in deep into the conversation, you can then bring in what I call is the four horsemen of emotional urgency. It's the four horsemen of emotional urgency. So let's go a little deeper here because this is where I want to introduce you to this concept. Number one, these are the four levers that pull people into action without ever needing to pitch.

Once I'm in the discovery question and once you're in deep into the conversation, you can then bring in what I call is the four horsemen of emotional urgency. It's the four horsemen of emotional urgency. So let's go a little deeper here because this is where I want to introduce you to this concept. Number one, these are the four levers that pull people into action without ever needing to pitch.

We talk about loss, talk about fear, regret.

We talk about loss, talk about fear, regret.

We talk about loss, talk about fear, regret.

frustration so what does loss look like when it comes to the four horsemen of emotional urgency loss what are they losing by staying stuck are they losing time are they losing money are they losing energy are they losing momentum you ask the questions like well if nothing changes where are you 12 months from now what have you already lost because of this then we bring in fear

frustration so what does loss look like when it comes to the four horsemen of emotional urgency loss what are they losing by staying stuck are they losing time are they losing money are they losing energy are they losing momentum you ask the questions like well if nothing changes where are you 12 months from now what have you already lost because of this then we bring in fear

frustration so what does loss look like when it comes to the four horsemen of emotional urgency loss what are they losing by staying stuck are they losing time are they losing money are they losing energy are they losing momentum you ask the questions like well if nothing changes where are you 12 months from now what have you already lost because of this then we bring in fear

Well, what are you afraid of happening? Are you afraid of like falling behind? Going broke? Maybe let's go deeper. Are you feeling embarrassed? Maybe you're missing the boat. You can't tell them this. But you can ask them questions like, well, what's the worst case scenario here? Do you know people who didn't act fast enough in this situation? Then we go into regret.

Well, what are you afraid of happening? Are you afraid of like falling behind? Going broke? Maybe let's go deeper. Are you feeling embarrassed? Maybe you're missing the boat. You can't tell them this. But you can ask them questions like, well, what's the worst case scenario here? Do you know people who didn't act fast enough in this situation? Then we go into regret.

Well, what are you afraid of happening? Are you afraid of like falling behind? Going broke? Maybe let's go deeper. Are you feeling embarrassed? Maybe you're missing the boat. You can't tell them this. But you can ask them questions like, well, what's the worst case scenario here? Do you know people who didn't act fast enough in this situation? Then we go into regret.

How long have they been stuck in this pattern? Ask, if you had handled this a year ago, where would you be right now? How much time do you feel that has been wasted? That's getting the regret. Then finally, we want to get into what we call frustration. What have they already tried that didn't work? What's been the most frustrating part of trying to fix this? Why do you think it didn't work?

How long have they been stuck in this pattern? Ask, if you had handled this a year ago, where would you be right now? How much time do you feel that has been wasted? That's getting the regret. Then finally, we want to get into what we call frustration. What have they already tried that didn't work? What's been the most frustrating part of trying to fix this? Why do you think it didn't work?