From Need To Business Case
Navigate a discovery conversation from stated need to quantified business value.
Discovery fork The buyer says they need better pipeline visibility. You need to uncover whether this is a reporting preference or a revenue-risk problem. The next question determines whether the call becomes a demo request or a business-case conversation. SPIN path Problem → Implication → Need-payoff Use just enough context to locate the pain, then explore consequence before describing your solution. Shortcut Jump to dashboard features. A buyer-owned reason to act. Do not pitch until the buyer can explain why change matters. 01 Clarify pain 02 Find consequence 03 Invite value 04 Fresh try
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