spin-discovery-question-planner
SPIN Discovery Question Planner
When to Use
You have a B2B sales call coming up — discovery, follow-up, or executive conversation — and you want to go in with more than good intentions. This skill produces a pre-call question bank organized by SPIN type (Situation, Problem, Implication, Need-payoff) with Implication chains planned in advance and Need-payoff questions ready to deploy once a need is confirmed.
Use this skill when:
- Preparing for a discovery call with a new prospect or existing account
- Coaching a rep to plan questions for a specific deal
- Moving from a generic question list to a structured conversation with branches
- Dealing with a decision-maker (Implication Questions are especially powerful with people who think in consequences and effects)
Critical prerequisite: Before deploying Need-payoff Questions from this plan on an actual call, use need-type-classifier to verify that customer responses represent Implied Needs that have been sufficiently developed — or Explicit Needs that are ready for conversion. The question bank is a plan; what the customer says on the call determines where you actually go.
This skill is OUT OF SCOPE for: classifying customer responses (use need-type-classifier), drafting Benefit statements (use benefit-statement-drafter), or assessing whether a call outcome was an Advance (use call-outcome-classifier).