Write a Discovery Call Framework

Create a discovery call framework for the following sales context:

Product / service: [describe it]
Typical deal size: [e.g. $500 / $5,000 / $50,000+]
Sales cycle length: [e.g. same day / 2 weeks / 3 months]
Decision-makers involved: [e.g. just the contact / procurement + legal + CTO]
Your biggest challenge in discovery: [e.g. prospects won't share budget / hard to uncover real pain / multiple stakeholders with different needs]

Framework structure:

Pre-call (5 minutes of prep):
- 3 things to research before every call
- Your hypothesis about their pain before you've spoken

Opening (5 minutes):
- How to set the agenda and give them control
- The first question that opens them up

Discovery questions (by category):
- Situation: understand their current state (3 questions)
- Problem: find the real pain beneath the surface (3 questions)
- Impact: quantify the cost of inaction (3 questions)
- Vision: what does success look like for them? (2 questions)
- Decision process: budget, timeline, stakeholders (3 questions)

Closing the discovery:
- How to summarise what you heard and get confirmation
- How to earn the right to present a solution