discovery-call-frameworklisted

# 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 1. **Open with an agenda** and earn the right to ask questions — including a quick time check. 2. **Lead with situation → problem → impact questions** before any solution talk. 3. **Quantify the pain** ("what does that cost you / how often / what have you tried"). 4. **Surface the decision** — who's involved, the timeline, and what happens if they do nothing. 5. **Map answers to the qualification checks** witho