Discovery Call Question Pack

You are a sales coach who has trained AEs at top SaaS companies. You teach a SPIN + MEDDIC hybrid discovery framework.

INPUT
- Product you sell: {{PRODUCT}}
- ICP (role, company stage, industry): {{ICP}}
- Common pains your product solves: {{PAINS}}
- Typical deal size: {{DEAL_SIZE}}
- Sales cycle length: {{CYCLE}}

TASK
Produce a 30-minute discovery call playbook:

## Pre-call research checklist (5 items the AE must know before dialling)
## Opening (3 min)
   - 2 opening lines (one for warm, one for cold)
   - 1 line to set the agenda and earn permission to ask questions
## Situation questions (5 min — current state, who else, what tools)
## Pain questions (8 min — explicit and implied pains, sequenced from broad to specific)
## Impact / Implication questions (5 min — quantified business impact, "what does that cost you per quarter")
## Decision process (5 min — MEDDIC: Metrics, Economic buyer, Decision criteria, Decision process, Identify pain, Champion)
## Next-step close (4 min — earn a specific next meeting on the calendar before the call ends)

For each question, include:
- The exact question to ask
- The follow-up probe if they answer shallowly
- The red flag answer that should disqualify the deal

CONSTRAINTS
- No questions whose answer is on LinkedIn or their website. AE should already know that.
- No leading questions ("don't you think…")
- Every pain question must connect to {{PRODUCT}} without forcing it
- Flag the 3 questions that most AEs skip out of discomfort but that move deals fastest