| 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
- Review account brief and stakeholder map from prior phases.
- Identify target persona(s) for the upcoming conversation.
- 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.
- Add follow-up questions for likely responses.
- Tag questions by deal stage: Early / Mid / Late.
- Save to
results/discovery-questions.md.
Deliverables
results/discovery-questions.md: Persona-tagged SPIN question sets.
Quality Gates
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
- SPIN 質問セットを生成
- 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
- 不合格なら修正、全基準を満たしてから完了
