discovery-calllisted

# Discovery Call ## Purpose Run a discovery call that gets the buyer talking, surfaces and quantifies the pain behind their interest, qualifies the deal, and ends with a confirmed next step — not a vague "let's circle back." ## Inputs - Who you're meeting and their role (economic buyer, champion, user, blocker?) - What you already know about the deal/account (prior calls, inbound trigger, CRM) - The single thing you need this call to advance (problem clarity? next meeting? access to power?) ## Method **1. Run a SPIN-style question ladder.** Move through four stages — never open with your product. Each stage earns the right to the next: - **Situation** — establish the lay of the land. Keep these few and fast; buyers resent being interrogated about facts you could have researched. *"Walk me through how your team handles X today."* / *"Who owns that process?"* - **Problem** — surface dissatisfaction. *"Where does that break down?"* / *"What's the most frustrating part of that today?"* / *"How often does that bite you?"* - **Implication** — make the problem expensive. This is the stage reps skip and the one that creates urgency. *"When that slips, what's the downstream cost?"* / *"Who else feels it when that happens?"* / *"What does that do to your number / your team's time?"* - **Need-payoff** — let the buyer articulate the value of solving it. *"If you could make that go away, what would it be worth?"* / *"What would solving this free your team to do?"* Buye