Discovery Deal Discovery Call Framework

---
name: discovery-deal-discovery-call-framework
description: "Question ladders from situation to impact to cost-of-inaction, with talk-ratio discipline."
---
# Run discovery that surfaces real buying motives

> Question ladders from situation to impact to cost-of-inaction, with talk-ratio discipline.

**Track:** 🤝 Sales & Customer Success · **Domain:** Discovery & Deals · **Level:** foundation · **~30 min**

**Who this is for:** Account Executives, Customer Success Managers, Sales Engineers, Founders Selling

## When to Use This Skill

Question ladders from situation to impact to cost-of-inaction, with talk-ratio discipline.
Use it whenever a matching task appears in conversation — the agent loads these instructions on demand.

## Steps

1. Open with agenda contract: their goals, your questions, next-step decision at end
2. Climb ladder: current state → why now → attempted fixes → cost of status quo
3. Quantify impact in THEIR metric (hours lost, revenue delayed)
4. Keep talk ratio ≤40%; silence is a discovery tool
5. Test budget/authority indirectly through process questions ('who else weighs in?')
6. Close with mutual action plan draft, not a generic 'send you info'

## Common Pitfalls

- Demo-dumping before problem is quantified
- Accepting 'interesting' as forward motion

## Commands

**Install with skills CLI**
```bash
npx skills add aniruddhaadak80/skills --skill discovery-deal-discovery-call-framework
```

**Install globally**
```bash
npx skills add aniruddhaadak80/skills --skill discovery-deal-discovery-call-framework -g
```

---

Part of [aniruddhaadak80/skills](https://github.com/aniruddhaadak80/skills) · Browse all at https://skills.sh/aniruddhaadak80/skills