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.