Insight Selling by Mike Schultz & John E. Doerr

Author:Mike Schultz & John E. Doerr [Schultz, Mike & Doerr, John E.]
Language: eng
Format: epub
ISBN: 9781118875018
Publisher: Wiley
Published: 2014-04-22T00:00:00+00:00

T—Truths

Of course, not all assumptions will be facts. As you look at your list of assumptions, you will need to separate the facts and truths from the gut feelings, corporate myths, and personal prejudices. You will also want to filter out any unimportant distractions. Through this filtering process, you are left with the essential truths related to your P. Your goal at this point in PATHS is to end up with an elegant summary and synthesis of what’s truly happening.

As the facilitator, it’s your job to probe deeper on assumptions—are they indeed true? “Is this truly important for us to consider?” “How do you know that?” “Is there data to support this assumption?” You will also want to take care not to dismiss facts that are actually relevant or to confuse conventional wisdom with supportable facts.

When you seek the truth and you ferret out the important from the unimportant information, the 50 assumptions you listed on a whiteboard will get boiled down to 10 to 12 (or even fewer) important points. This consolidation is a necessary step to streamline what seems to be an overwhelming list of assumptions into a small and manageable subset of key truths.

You’ll often find that you have some unanswered questions about what is an assumption and what is a truth. When you get to this point, you will usually need to assign someone to do research to get the answers. PATHS to Action will often work in just one meeting, but sometimes it takes several meetings (if truths need to be verified and because some topics simply take longer to work through) to get to the right action.

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