🤝 Sales & Customer Success · Discovery & Deals

Run discovery that surfaces real buying motives

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

foundation~30 minAccount ExecutivesCustomer Success ManagersSales Engineers

Steps

1Open with agenda contract: their goals, your questions, next-step decision at end
2Climb ladder: current state → why now → attempted fixes → cost of status quo
3Quantify impact in THEIR metric (hours lost, revenue delayed)
4Keep talk ratio ≤40%; silence is a discovery tool
5Test budget/authority indirectly through process questions ('who else weighs in?')
6Close 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

$ npx skills add aniruddhaadak80/skills --skill discovery-deal-discovery-call-framework

Install globally

$ npx skills add aniruddhaadak80/skills --skill discovery-deal-discovery-call-framework -g

Tags

#sales#discovery#qualification#sales-success#discovery-deal

Install this skill

$ npx skills add aniruddhaadak80/skills --skill discovery-deal-discovery-call-framework -a opencode

SKILL.md

# Run discovery that surfaces real buying motives

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

## When to Use This Skill

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

## 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

View source on GitHub ↗

Stage-exit criteria, next-step currency, and slippage detection keeping forecasts real.

🤝 Sales & Customer Success·~25m

Open →

Handle objections without groveling or dodgingintermediate

Acknowledge → clarify → reframe to the underlying concern → evidence → confirm resolution.

🤝 Sales & Customer Success·~20m