A structured questioning framework that uncovers real business pain in under 8 minutes. Used by top AEs at late-stage startups.
Start with surface-level symptoms ("What's your biggest challenge with X?"), then dig one layer deeper with each follow-up ("How long has that been the case?", "What happens if it stays this way?", "What have you tried so far?"). By question 4-5, the economic impact surfaces on its own — you don't have to force it. Document the waterfall in your CRM as a repeatable discovery script.