# The last conversation went well, but taught us little · The consequence was not explored

All stories are fictional. They do not describe specific people, companies or projects. Any resemblance is coincidental.

The team reports a positive call. The notes describe interest and features discussed, but not the customer’s current process, problem, consequences or desired change.

## Where we could start

I would prepare implication and need-payoff questions that help the customer examine the importance of solving the problem.

## What you would have

A targeted follow-up conversation guide focused on consequences and desired outcomes.

## Participants

The people who attended the meeting and the next customer contact.

## Roles and decisions

We can review what was actually learned without inventing the customer’s views.

## Factual experience, separate from the fictional story



[The consequence was discussed](https://apiperson.com/sales/sales-discovery-thin-notes/known-impact/)

[The consequence was not explored](https://apiperson.com/sales/sales-discovery-thin-notes/not-discussed/)

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mailto:pavel@apiperson.com