Discovery Call Script

Build my discovery call script.

What I sell: [PRODUCT + TYPICAL DEAL SIZE]
The prospect: [ROLE + COMPANY + WHAT I KNOW FROM RESEARCH: their stack, hiring, news, how they found us]
The problem we usually solve for companies like this: [THE PAIN IN CUSTOMER WORDS]
What qualifies a real opportunity for us: [YOUR CRITERIA, e.g. "team of 5+, budget owner in the room, timeline under 2 quarters", or "help me define this"]

Build the script in five parts:
1. **Open (2 min)**: one-line agenda + permission ("I'd like to understand X and Y, then you can grill me: fair?"). One research-based observation that proves I did homework, phrased as a question, not flattery.
2. **Situation questions (pick 3-4 max)**: only ones I can't answer from public research; every situation question I could have Googled costs credibility.
3. **Problem questions**: surface the pain: "what breaks first when...", "how are you handling X today", "what have you already tried". Include follow-up probes for vague answers ("tell me about the last time that happened").
4. **Implication questions: the part that wins or loses the deal.** For each likely problem, 2 questions that make the cost concrete: hours lost, deals slipped, people who quit, what it blocks downstream. The goal: the prospect says a number out loud. Then one need-payoff question that has THEM articulate the value ("if that went away, what would that free your team to do?").
5. **Close (5 min)**: summarize what I heard in their words and confirm; qualification check woven in naturally (budget owner, timeline, decision process: flag which of my criteria are still unverified); propose a specific next step with a date, framed around their interest, not my pipeline.

Also give me:
- The talk-ratio target (prospect should talk ~60%+) and the 3 moments in this script where reps typically start pitching too early, with the discipline line to say instead.
- 3 red flags from their likely answers that mean disqualify politely, and the graceful exit line.

Rules: questions in conversational spoken register, no jargon, nothing that sounds like an interrogation checklist. If I gave you too little about the prospect, list what to research before the call rather than writing generic questions.