Enablement · The difficult questions · Element
The answers
What the channel should say.
The part
What it is
Honest, brief and usable in speech. An answer that concedes a real weakness is more effective than one that denies it.
Tested by having a partner use it, since an answer that is hard to say will be replaced by an easier one.
The smallest level
The attributes it carries
Each attribute is one of the framework’s shared types. What a date is, and how it is written, is defined once for the whole model — the note here says what it means in this particular place.
The other elements in the difficult questions
The questions
What buyers actually ask that is hard to answer.
LearnThe escalation
What the channel does when it cannot answer.
Learn