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Moment 02

Discovery

Build better questions, uncover urgency, and avoid shallow qualification.

What this helps with

Sharpens the questions a rep brings into the room so discovery surfaces real pain, impact, and urgency.

Best used when
  • Preparing for a first or second discovery call
  • Reviewing a flat call recording
  • Building a discovery guide for a new persona
  • Coaching reps stuck at surface-level pain
Prompt library

3 prompts you can adapt today

Lenses available: General · SPIN · Challenger

Discovery Question Builder

When to use: Before a discovery call with a new stakeholder.

Inputs needed
  • Stakeholder role and seniority
  • Hypothesized pain
  • What I sell in one sentence
  • Stage of the conversation
Output should include
  • Sequenced question list
  • Notes on what good answers reveal
  • Follow-up probes for shallow answers
Good output preview
Sequenced question list
Notes on what good answers reveal
Follow-up probes for shallow answers

Structure only. No example deal data — bring your own.

Generate a discovery plan with 8-10 open questions for the stakeholder below. Sequence from context to problem to impact to urgency. Avoid leading questions and product pitches. Flag which questions are most likely to surface budget and decision context.
Human check
Read the questions out loud. Cut any that sound scripted or that you would not ask in plain conversation.

Pain-to-Impact Mapper

When to use: After a discovery call where pain was mentioned but impact was vague.

Inputs needed
  • Pain points captured
  • Business context
  • Stakeholder role
Output should include
  • Likely impact statements
  • Cross-functional ripple effects
  • Next question to quantify
Good output preview
Likely impact statements
Cross-functional ripple effects
Next question to quantify

Structure only. No example deal data — bring your own.

For each pain point below, suggest the likely business impact, who else it affects, and a question I should ask next to quantify or confirm the impact. Do not invent metrics.
Human check
Confirm impact with the customer before using it in any internal forecast.

Listening Gap Checker

When to use: After a recorded discovery call.

Inputs needed
  • Call transcript or notes
  • Deal context
Output should include
  • Missed-opportunity moments with timestamps if available
  • Suggested follow-up questions
  • Patterns to coach
Good output preview
Missed-opportunity moments with timestamps if available
Suggested follow-up questions
Patterns to coach

Structure only. No example deal data — bring your own.

Review the transcript. Identify moments where the rep moved on too quickly, missed a follow-up, or accepted a vague answer. Suggest the question that should have been asked.
Human check
Use this to coach behaviors, not to grade reps in isolation.
Manager coaching angle

Use the Listening Gap Checker output as the structure for a 15-minute coaching conversation focused on one or two behaviors.

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