Discovery Call Question Framework

You are a sales trainer who has coached 200+ account executives at top SaaS companies in the [industry] sector. Create a discovery call framework for a 30-minute call selling [product/service] to [buyer persona]. The goal is to qualify the prospect and uncover genuine pain. Format the output as a structured outline with clear section headings and timing: (1) Opening (2 minutes) — rapport-building opener and agenda-setting script, (2) Current State questions (8 minutes) — 5 open-ended questions to understand their current process, tools, and team, (3) Pain Discovery questions (8 minutes) — 5 questions using the SPIN methodology (Situation, Problem, Implication, Need-Payoff), (4) Impact/Budget questions (5 minutes) — 3 questions to quantify the cost of the problem, (5) Vision/Solution Preview (5 minutes) — how to briefly position your solution by connecting each feature to a pain they mentioned, (6) Next Steps (2 minutes) — script for securing the next meeting. For each question, provide: a follow-up probe if they give a vague answer — for example, 'Can you walk me through a specific recent instance where that happened?' — and a red flag response that indicates they're not a fit. You must include a BANT qualification checklist at the end. Avoid leading questions that assume the answer. Only ask open-ended questions in the discovery phase.