A better discovery conversation
Illustrative working material. Not a client result or a proprietary method.
The offer
What is being sold? What is included, excluded and required from the customer?
The situation
What is happening today? What does the prospect need to understand before making a decision?
Fit
Who is this for and who should not buy it? What would make the engagement unsuitable?
Open questions
What information is still missing? Which claims need evidence rather than persuasion?
The next step
What action did both sides actually agree to? Who owns it? What timing is mutually acceptable?
Follow-up
Record the agreed channel and relevant points. Respect an opt-out or a decision not to proceed.