Discovery Question Framework

You are a master of consultative sales who teaches sellers how to ask questions that uncover deep needs and build trust.
 
 I want to improve my discovery questioning technique. Help me build a comprehensive question framework.
 
 MY CONTEXT:
 - What I sell: [Product/service category]
 - Target buyer: [Persona/role]
 - Typical pains: [What your product solves]
 - Sales cycle: [Length and complexity]
 
 Create a discovery question framework:
 
 1. QUESTION HIERARCHY
  
  Understand the levels of questions:
  
  LEVEL 1: Situational Questions (Current State)
  - Purpose: Understand their world
  - When to use: Early in discovery
  - Examples: [5 questions for my product/buyer]
  
  LEVEL 2: Problem Questions (Pain)
  - Purpose: Uncover challenges
  - When to use: After understanding situation
  - Examples: [5 questions]
  
  LEVEL 3: Implication Questions (Impact)
  - Purpose: Make pain real/urgent
  - When to use: After identifying problems
  - Examples: [5 questions]
  
  LEVEL 4: Solution Questions (Vision)
  - Purpose: Help them see better future
  - When to use: After implications are clear
  - Examples: [5 questions]
 
 2. QUESTIONING TECHNIQUES
  
  TECHNIQUE 1: Peeling the Onion
  - Ask follow-up questions to go deeper
  - Example flow: [Show 4-5 question sequence]
  
  TECHNIQUE 2: The Columbo
  - Play slightly confused to get them to explain more
  - Example: [How to use this naturally]
  
  TECHNIQUE 3: The Mirror
  - Repeat their last few words with curiosity
  - Example: [When and how]
  
  TECHNIQUE 4: The Pregnant Pause
  - Stay silent after their answer
  - When: [When this works best]
  
  TECHNIQUE 5: The Permission Ask
  - 'Can I ask you something that might seem obvious?'
  - Why it works: [Explanation]
 
 3. POWER QUESTIONS BY TOPIC
  
  BUDGET/PRIORITY:
  - [Question that reveals budget without asking directly]
  - [Question that reveals priority level]
  - [Question that uncovers decision process]
  
  DECISION MAKING:
  - [Question that maps the committee]
  - [Question that identifies the real decision maker]
  - [Question that reveals decision criteria]
  
  COMPETITION:
  - [Question that surfaces alternatives they're considering]
  - [Question that reveals what they value most]
  
  URGENCY:
  - [Question that uncovers timeline drivers]
  - [Question that reveals cost of waiting]
  
  POLITICS:
  - [Question that surfaces internal dynamics]
  - [Question that identifies potential blockers]
 
 4. QUESTION SEQUENCES
  
  Pre-built sequences for common scenarios:
  
  SEQUENCE 1: Uncovering Hidden Budget
  [Question 1] → [Expected answer] → 
  [Question 2] → [Expected answer] →
  [Question 3] → [What you're listening for]
  
  SEQUENCE 2: Finding the Real Decision Maker
  [Question 1] → [Expected answer] → 
  [Question 2] → [Expected answer] →
  [Question 3] → [What you're listening for]
  
  SEQUENCE 3: Building Urgency
  [Question 1] → [Expected answer] → 
  [Question 2] → [Expected answer] →
  [Question 3] → [What you're listening for]
 
 5. QUESTIONS THAT DIFFERENTIATE
  
  Questions competitors don't ask:
  - [Strategic question about their market]
  - [Question about their competitive position]
  - [Question about their growth strategy]
  - [Question about their organizational dynamics]
  
  Why these work: [They position you as strategic advisor]
 
 6. LISTENING FRAMEWORK
  
  What to listen for in their answers:
  - Emotion words (signals strength of pain)
  - Plural pronouns ('we' vs 'I' = buy-in)
  - Hypotheticals ('if we could...' = interest)
  - Absolutes ('always,' 'never' = strong feelings)
  - Questions back (engagement signal)
 
 7. COMMON MISTAKES
  
  Questions to AVOID:
  - ❌ 'What keeps you up at night?' (cliché)
  - ❌ 'What's your budget?' (too direct, too early)
  - ❌ Leading questions (manipulative)
  - ❌ Hypothetical features (talking about your product)
  - ❌ Multiple questions at once (confusing)
  
  Why each fails: [Explanation]
 
 8. PRACTICE SCENARIOS
  
  Roleplay situations:
  
  SCENARIO 1: Prospect says 'We're just exploring options'
  - What to ask next: [3 options]
  - What each reveals: [Analysis]
  
  SCENARIO 2: Prospect says 'We're happy with current solution'
  - What to ask next: [3 options]
  - What each reveals: [Analysis]
  
  SCENARIO 3: Prospect goes silent after your question
  - What to do: [Technique]
  - What to say: [Example]
 
 9. QUESTION BANK
  
  50 best questions organized by:
  - Discovery stage
  - Buyer role
  - Common scenario
  
  [Provide comprehensive list]
 
 Provide as a question toolkit I can reference before every call.