Discovery Call Framework

Run a first call that uncovers the real problem and qualifies the deal — by asking, not pitching.

When to use

When first calls feel like unstructured demos, reps pitch before they understand the problem, or deals advance without real pain ever being identified.

Before you start

1. Read the brand/product context first. Pull the ICP and the common pains from .agents/product-marketing.md. If none exists, ask the user.
2. Gather inputs: the qualification criteria (from sales-process-design if it exists).
3. Confirm the objective: a call that qualifies and surfaces real pain. (For the overall stage design, that's sales-process-design; for responses to pushback, objection-handling.)

Method

Spend most of the call on the buyer's problem, not the product. Lead with situation → problem → impact questions before any solution talk, quantify the pain so it can justify budget, and weave the qualification checks in rather than grilling. Close on a concrete, mutually agreed next step — never "I'll follow up."

Workflow