Follow the Breadcrumbs [44]

Show notes

A lovely discovery call that produced zero numbers. Customers scatter breadcrumbs — 'slow', 'error-prone' — and the whole skill is following them to a figure.

What Nate and Ava discuss

• Turning qualitative words into quantified pain with follow-up questions
• Why one real number reframes your price into a rounding error
• Quantifying without killing rapport — the 70/30 talk ratio

The move

Teach your team to hear a qualitative word and follow it to a number: how often, how much, what it costs. Keep the customer talking 60–70% of the time so the breadcrumbs keep falling.

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