Uncovering Pain Impact and Buying Criteria

Describe how you approach discovery.

Explain how you prepare, structure the conversation, ask questions, validate business impact, identify stakeholders, and determine whether there is a qualified opportunity. Use a practical example from your experience if helpful, but focus on the actions you personally take and the language you use with customers.

1. Walk through your discovery process from preparation through next steps.
2. Explain how you uncover pain, measurable impact, decision criteria, and the buying process.
3. Describe how you handle incomplete answers, weak urgency, or a single-threaded relationship.