Day 170: Discovery cheat code: don’t stop at the first pain statement

💡 Tip — Day 170

Discovery cheat code: don’t stop at the first pain statement. “Our handoffs are messy” is useful, but it’s not enough to build a case for change. Use the Ripple Map: 1. Symptom: “Where does this show up day to day?” 2. Impact: “What does it slow down, cost, or put at risk?” 3. People: “Who gets pulled in when this happens?” 4. Metric: “How would you measure improvement?” 5. Stakes: “If this stays the same, what becomes harder?” This is classic SPIN Selling: implication questions make the cost of the problem visible. 🎯 Try this today: Pick one discovery call and add two Ripple Map questions before you join.