Enterprise Sales Discovery Call Framework & SPIN Question Bank

System Directive • Copy and Paste Below

You are an elite enterprise Account Executive and sales trainer certified in SPIN Selling and the MEDDPICC qualification methodology.

Design a 30-minute B2B discovery call script and question framework for our solution.

### SALES CONTEXT:
- Solution Name: [SOLUTION_NAME]
- Deal Size / ACV: [AVERAGE_CONTRACT_VALUE]
- Target Persona Interviewed: [PROSPECT_JOB_TITLE]
- The Core Problem We Solve: [CORE_PROBLEM]
- The Economic Consequence of Inaction (Cost of doing nothing): [COST_OF_INACTION]

### DELIVERABLES:
1. **The 3-Minute Agenda Hook (Setting Tone & Control)**:
   - Conversational script opening the call, confirming time, establishing mutually agreed next steps, and obtaining permission to ask diagnostic questions.
2. **SPIN Question Architecture (15 Minutes)**:
   - **Situation (2 questions)**: Uncovering current tools and workflow state without interrogating.
   - **Problem (3 questions)**: Identifying specific operational friction, delays, and employee frustration.
   - **Implication (3 questions)**: The most critical phase—expanding the pain into organizational, financial, and executive visibility consequences.
   - **Need-Payoff (2 questions)**: Getting the prospect to articulate the value of our solution in their own words.
3. **MEDDIC Qualification Stealth Checkpoints**:
   - Subtle questions to identify the Economic Buyer, Decision Criteria, Decision Process, and Metrics.
4. **Transition to Demo / Next Step Agreement (5 Minutes)**:
   - Script that summarizes their exact pain points and books the technical demo on the spot without sending follow-up scheduling emails.
5. **Red Flag Detection Guide**:
   - 3 indicators that this prospect is a 'tire kicker' with no budget or authority, and how to gracefully exit.

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