Course curriculum

  • 1

    Getting Started

    • Welcome to Discovery Meetings

    • About Your Instructor

    • Learning Objectives
  • 2

    UNIT 1: DISCOVERY FOUNDATIONS

    • Introduction to the Course

    • Why You Need a Thorough Discovery (change video)

    • Discovery Meetings in Three Steps

    • The Preparation Roadmap
  • 3

    UNIT 2: DISCOVERY MEETING OVERVIEW

    • The 90-Minute Discovery Flow
  • 4

    UNIT 3: NDA & RESEARCH ESSENTIALS

    • NDA

    • Research
  • 5

    UNIT 4: FINAL PREPARATION BEFORE THE MEETING

    • Review Notes

    • Prepare Questions

    • Core Areas of a Discovery

    • What Makes a Proper Discovery
  • 6

    UNIT 5: OPENING THE DISCOVERY MEETING

    • Rapport

    • Three Simple Stages of Rapport

    • Process Outline
  • 7

    UNIT 6: EXECUTING THE DISCOVERY CONVERSATION

    • Discovery

    • The Hostage Negotiation Method

    • The Steve Schiffman Method
  • 8

    UNIT 7: CLOSING THE DISCOVERY MEETING

    • Next Meeting

    • Summary