Discovery

Create a discovery call framework for my sales team.

Context:
- Product: [WHAT YOU SELL]
- ICP: [IDEAL CUSTOMER]
- Average deal size: [ACV]
- Sales cycle: [LENGTH]
- Qualification criteria: [BANT / MEDDPICC / etc.]

Framework needs:
1. Opening (rapport, agenda, permission)
2. Situation questions (current state)
3. Problem questions (pain exploration)
4. Impact questions (quantification)
5. Future state questions (desired outcome)
6. Process questions (decision making)
7. Closing (summary, next steps)

Include:
- Specific questions for each section
- Follow-up prompts
- Red flags to listen for
- Note-taking template

Help me quantify the cost of my prospect's problem.

Context:
- Prospect: [COMPANY and SITUATION]
- Problem they have: [THE PAIN]
- My solution: [WHAT YOU SELL]
- Likely impact areas: [TIME / MONEY / RISK]

Generate questions that uncover:
1. Time wasted (hours per week, people involved)
2. Money lost (direct costs, opportunity cost)
3. Risk exposure (what could go wrong)
4. Downstream impact (effects on other teams/metrics)
5. Strategic cost (competitive disadvantage)

For each area:
- Opening question
- Follow-up to quantify
- How to calculate the number together
- Benchmark data to reference

Help me map the stakeholders in this opportunity.

Context:
- Company: [PROSPECT]
- Deal size: [VALUE]
- Current contact: [NAME, TITLE]
- Departments affected: [WHO USES YOUR PRODUCT]

Generate questions to identify:
1. Economic Buyer (who has budget authority)
2. Technical Buyer (who evaluates technically)
3. User Buyer (who will use it daily)
4. Champion (who wants you to win)
5. Coach (who will give you inside info)
6. Blocker (who might say no)

For each stakeholder type:
- Discovery questions to identify them
- How to get introduced to them
- What they care about
- How to win them over
- Warning signs they're against you

Generate current state assessment questions.

Context:
- Prospect's likely current solution: [WHAT THEY USE TODAY]
- My product: [WHAT I SELL]
- Problem area: [WHAT THEY'RE TRYING TO SOLVE]

Questions to understand:
1. Process (how do they do this today, step by step)
2. Tools (what software/systems do they use)
3. People (who's involved, how many)
4. Time (how long does it take)
5. Satisfaction (what works, what doesn't)
6. History (have they tried to fix this before)
7. Workarounds (what do they do to cope)
8. Metrics (how do they measure success today)

For each question:
- The question to ask
- Follow-up probes
- What their answer reveals
- How to tie it back to your solution

Create future state visioning questions.

Context:
- Prospect: [COMPANY]
- Problem area: [WHAT THEY'RE SOLVING]
- My solution: [WHAT I SELL]

Generate questions that help them visualize:
1. What does success look like in 12 months?
2. How would they know the problem is solved?
3. What would their team be able to do that they can't today?
4. What metrics would be different?
5. How would their day/week change?
6. What would stakeholders say about the improvement?
7. What would they do with time/resources freed up?

For each question:
- How to phrase it naturally
- Follow-up to make it tangible
- How to connect their vision to your product
- Warning signs their vision doesn't fit your solution

Generate questions to understand the competitive landscape.

Context:
- My product: [WHAT I SELL]
- Main competitors: [WHO WE COMPETE WITH]
- Prospect: [COMPANY]

Questions to uncover:
1. Are they evaluating alternatives? (without being paranoid)
2. What solutions have they looked at before?
3. Why didn't previous solutions work?
4. What criteria are they using to evaluate?
5. Who's involved in the evaluation?
6. What's their timeline?
7. What would make them choose us vs. others?

For each question:
- Natural way to ask it
- How to handle "yes we're looking at X"
- Red flags that we're losing
- How to differentiate without trash-talking

Generate questions to map their decision process.

Context:
- Deal size: [VALUE]
- Company size: [EMPLOYEES]
- Typical sales cycle: [YOUR AVERAGE]

Questions to understand:
1. How have they bought similar solutions before?
2. Who needs to be involved in this decision?
3. What's their evaluation process?
4. What approvals are needed?
5. Is there a specific timeline or deadline?
6. What could slow this down?
7. What happens if they don't decide?
8. What's the procurement/legal process?

For each stage of their process:
- Questions to ask
- Who you should be talking to
- Documents they might need
- Typical timeline
- How to accelerate without being pushy