co-sales-discovery-questioning

name	co-sales-discovery-questioning
description	SPIN-based discovery question sets for sales meetings. Stage-appropriate, persona-tailored questions for pain discovery and needs analysis. Use when PREPARING discovery questions, planning sales calls, building persona-specific question sets, or structuring needs analysis.

Discovery Questioning

Generate SPIN-based discovery question sets tailored to stakeholder personas.

Use This Skill When

• Preparing for a discovery call or needs analysis meeting.
• Building stage-appropriate questions for different buying phases.
• Tailoring questions to specific stakeholder personas.
• Deepening pain discovery after initial conversations.

Workflow

1. Review account brief and stakeholder map from prior phases.
2. Identify target persona(s) for the upcoming conversation.
3. Generate SPIN question sequence per persona:
   • Situation (2-3): Current state, processes, tools, metrics.
   • Problem (2-3): Difficulties, gaps, frustrations, inefficiencies.
   • Implication (2-3): Consequences, cascading effects, cost of inaction.
   • Need-payoff (2-3): Value of solving, desired outcomes, success vision.
4. Add follow-up questions for likely responses.
5. Tag questions by deal stage: Early / Mid / Late.
6. Save to results/discovery-questions.md.

Deliverables

• results/discovery-questions.md: Persona-tagged SPIN question sets.

Quality Gates

• SPIN sequence complete: all 4 categories present per persona.
• Questions tailored to stakeholder role (not generic).
• Implication questions link problems to quantifiable business impact.
• Follow-up questions prepared for top 3 likely responses.
• Questions tagged by deal stage (Early / Mid / Late).

If any gate fails: identify weak question categories, revise with deeper persona context, and re-validate.

Gotchas

• SPIN の順序を守ること。Problem から始めると尋問になる。必ず Situation で文脈を作ってから
• Implication が最も重要。問題の「影響」を掘り下げないと、買い手は緊急性を感じない
• 質問は open-ended にすること。Yes/No で答えられる質問は発見の深さを損なう

Validation Loop

1. SPIN 質問セットを生成
2. 4カテゴリ存在・Implication のビジネスインパクト・フォローアップ有無をチェック
3. 不合格なら修正、全基準を満たしてから完了