Buyers hate 20 rapid-fire questions. So do you. Try this instead:
- Start with the story: “What changed that made this a priority?”
- Layer in Metrics: “If this worked, what would you measure first?”
- Find the Economic Buyer: “Who else will weigh in when this gets serious?”
- Clarify Decision Criteria/Process: “How do you usually buy something like this?”
- Surface Pain: “What breaks if this doesn’t get fixed?”
- Identify a Champion: “Who’s already pushing for this internally?”
You’ll notice we didn’t use buzzwords. We just had a normal conversation that maps neatly to MEDDIC. The call feels better, and the notes are finally useful.
Get the one-page discovery call guide (with sample follow-ups).