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CHAPTER 6 · BOTH EDITIONS
Discover Why, What, When
A useful discovery conversation fits on one page. Ask why the change matters, what a good result looks like, and when a decision or next step makes sense.
Put it to work
- Why: What prompted you to look at this now? What happens if nothing changes?
- What: What have you tried? What would a useful result look like? What constraints matter?
- When: What timing works? Who else should be involved? Summarize what you heard and ask for correction.
TRADE EDITION
Why What When discovery
Capture scope, budget context, decision participants, and delivery constraints without promising a solution yet.
Starter files are ready to adapt. CSV files open in spreadsheet apps. Printable pages can be filled locally and printed; they do not save or submit entries.
DIRECT SALES EDITION
Why What When discovery
Capture the person's own priorities. Do not collect sensitive health or financial details just to improve a pitch.
Starter files are ready to adapt. CSV files open in spreadsheet apps. Printable pages can be filled locally and printed; they do not save or submit entries.