Discovery & Qualification with AI

Pre-Call Research Prompt

Before every discovery call, run this prompt:

Research brief for discovery call:</p><p>Company: [Name]
Contact: [Name, Title]
Website: [URL]</p><p>Generate:
1. Company overview (2-3 sentences)
2. Recent news or triggers (last 90 days)
3. Likely pain points for this role
4. Potential objections they might raise
5. Questions to uncover their current state
6. Questions to understand desired future state

MEDDPICC Discovery Questions

Use AI to generate MEDDPICC-aligned questions:

Generate discovery questions for a [Title] at a [Company Type]:</p><p>For each MEDDPICC element, provide 2 questions:
- Metrics: How they measure success
- Economic Buyer: Who controls budget
- Decision Criteria: What matters in a vendor
- Decision Process: How they evaluate
- Paper Process: Procurement requirements
- Identify Pain: Current challenges
- Champion: Who will advocate internally
- Competition: Current solutions/alternatives</p><p>Make questions conversational, not interrogative.

Real-Time Call Support

During calls, use prompts for:

**Objection Handling:**

Prospect just said: "[Exact objection]"
Context: [Where we are in the conversation]</p><p>Generate 2-3 response options that:
- Acknowledge their concern
- Reframe without being pushy
- Move the conversation forward

**Summary Generation:**

Call notes: [Paste notes]</p><p>Generate:
1. Executive summary (3 bullets)
2. Key pain points identified
3. Next steps agreed
4. Risk factors
5. Follow-up email draft

The Discovery Framework

Great discovery follows a pattern: 1. **Situation** - Current state 2. **Problem** - What's not working 3. **Implication** - Cost of inaction 4. **Need-Payoff** - Value of change

Use prompts to prepare questions for each stage.