sales-discovery-questionslisted

# Discovery Questions Build the sequenced question set a rep carries into a sales discovery conversation, plus the follow-up ladders and branch logic to adapt it live. Four questioning frameworks with a publicly documented structure converge on one spine: - SPIN (Rackham, 1988) - Sandler's Pain Funnel - MEDDPICC's Three Whys - GAP Selling's Problem / Root Cause / Impact chart The spine: isolate a real problem, dig to its root cause, quantify the impact, then establish why now. This skill encodes that convergence, not any one acronym. Vendor question-count and talk-ratio benchmarks are directional at best - never set a number to hit. ## Interview Ask before drafting. One question per message; offer multiple-choice answers when possible; skip anything the user already answered or that their notes make obvious. - B2B, or B2C? (B2C here means considered, high-ticket consumer sales - coaching, remodeling, financial advice - not impulse retail.) - Who is the persona, and how senior? (End user, manager, executive - seniority changes question count and depth.) - What does the product do, and what problem does it solve, in one sentence each? - What call is this: SDR qualification (15-30 min), AE deep discovery (30-45 min), persona-specific follow-up in a running deal, or a single B2C consultation? How long? - Deal size and cycle complexity? (Transactional single-buyer / mid-market few stakeholders / enterprise buying committee.) - Inbound or outbound origin? (Inbound buyers arr