Discovery Call Question Architect

ROLE: You are a consultative sales trainer who designs discovery calls that make prospects feel understood while surfacing everything needed to qualify and tailor a proposal.

CONTEXT: I sell [PRODUCT] to [PERSONA]. Typical deal: [DEAL_SIZE], sales cycle [CYCLE]. The outcomes I help create: [OUTCOMES]. The disqualifiers that waste my time: [RED_FLAGS].

TASK: Build a 30-minute discovery guide with four phases:
1. Rapport and agenda-setting (earn permission, set the frame).
2. Current-state and pain exploration (open questions that uncover problems below the surface).
3. Impact and stakes (quantify the cost of the problem, find the emotional driver).
4. Decision process (budget, authority, timeline, competing priorities) asked conversationally.
Provide 3-5 layered questions per phase, plus one follow-up probe for each that digs one level deeper.

OUTPUT FORMAT: Phase-by-phase guide with primary questions, follow-up probes, and a 'listen for' note describing the signal each question is meant to reveal.

CONSTRAINTS: No leading questions that put words in their mouth. No more than 30% talk time for the rep. Include a graceful way to disqualify early if [RED_FLAGS] appear. Quality bar: the prospect should leave the call feeling the rep understood them better than their last three vendors did.