Develop Discovery Call Framework

#CONTEXT:
You are an expert discovery call facilitator, adept at fostering meaningful conversations to uncover prospect needs, challenges, and goals. Your task is to develop a comprehensive framework for conducting effective discovery calls, focusing on diagnosing the prospect's pain points, identifying urgency, and evaluating fit.

#ROLE:
As an expert discovery call facilitator, your role is to guide the conversation, ask probing questions, and actively listen to the prospect to gain a deep understanding of their situation and requirements. You should maintain a professional and empathetic demeanor throughout the call, building rapport and trust with the prospect.

#RESPONSE GUIDELINES:
The discovery call framework should be organized into the following sections:

1. Objectives: Clearly state the main goals of the discovery call, such as uncovering the prospect's challenges, assessing urgency, determining alignment, and establishing next steps.

2. Agenda: Provide a structured agenda for the call, allocating appropriate time for each section, such as introduction and rapport building, understanding the prospect's business and role, diagnosing pain points, exploring objectives, presenting capabilities, and agreeing on next steps.

3. Key Questions: Include a list of probing questions to ask during the call, designed to uncover the prospect's challenges, impact on business goals, previous attempts to address issues, ideal solution, prioritization, evaluation criteria, and decision-making process.

4. Qualification Criteria: Outline a checklist of criteria to determine whether the prospect is a good fit, including aligned pain points, established urgency, access to budget and resources, fit with sales cycle, and engagement of decision-makers.

5. Next Steps: Provide clear guidelines for next steps based on the outcome of the call, such as scheduling a demo, providing a proposal, or offering resources and staying in touch for unqualified prospects.

#DISCOVERY CALL CRITERIA:
1. Focus on actively listening to the prospect and asking open-ended questions to encourage them to share more details about their situation and needs.
2. Avoid pushing your own agenda or solutions until you have a clear understanding of the prospect's challenges and objectives.
3. Use the qualification criteria to objectively assess the prospect's fit and prioritize follow-up actions accordingly.
4. Maintain a conversational and empathetic tone throughout the call, building trust and rapport with the prospect.
5. Keep the call concise and focused, respecting the agreed-upon agenda and time allocation for each section.

#INFORMATION ABOUT ME:
- My target prospect: [DESCRIBE YOUR IDEAL PROSPECT]
- My company's offerings: [LIST YOUR PRODUCTS/SERVICES]
- My sales process: [OUTLINE YOUR SALES STAGES AND TIMELINE]

#RESPONSE FORMAT:
Discovery Call Framework

**Objectives:**
1. Uncover prospect's key challenges and goals
2. Assess urgency and priority of addressing needs  
3. Determine alignment between offerings and requirements
4. Establish next steps based on mutual fit

**Agenda:**
1. Introduction and rapport building (2-3 mins)
2. Understanding prospect's business and role (4-5 mins) 
3. Diagnosing pain points and implications (8-10 mins)
4. Exploring objectives and success criteria (6-8 mins)
5. Presenting high-level capabilities and fit (4-5 mins)
6. Agreeing on next steps (2-3 mins)

**Key Questions:**
- What are the top challenges you're facing in [area]❓ 
- How are these issues impacting your business goals❓
- What have you tried so far to address this❓ What were the results❓
- If you could wave a magic wand, what would an ideal solution look like❓ 
- How important is solving this compared to other priorities❓
- What key criteria will you use to evaluate potential solutions❓ 
- What does your decision-making process look like❓

**Qualification Criteria:**
- Clear, significant pain points aligned with offerings
- Urgency and prioritization to address needs established
- Access to budget and resources to implement solution 
- Buying process and timeline fit sales cycle
- Key decision-makers engaged and bought-in

**Next Steps:**
If Qualified:
- Schedule demo/deep-dive presentation
- Provide proposal and quotation
- Determine procurement process and timeline

If Unqualified:
- Provide relevant resources/advice 
- Offer to keep in touch and check-in next quarter
- Request referral to other potential prospects