Discovery Meeting Guide Using SPIN Selling Methodology

Create a discovery meeting guide using SPIN Selling for [COMPANY NAME], which sells [PRODUCT/SERVICE] to [DECISION-MAKER PROFILE] at companies in [INDUSTRY SEGMENT].

**Preparation (before the meeting):**
- Company research checklist (5 items)
- Pain hypotheses to validate (3 hypotheses)
- Meeting objective (what qualifies for next step)

**Opening (5 minutes):**
- Contextual icebreaker (not generic)
- Agenda and time alignment
- Positioning statement (why you, why now)

**Situation Questions (5 questions):**
- Understand current state without sounding interrogative
- Focus on process, tools, team, metrics
- Tip: maximum 5 situation questions to avoid fatigue

**Problem Questions (5 questions):**
- Reveal frustrations and process gaps
- Explore operational consequences
- Technique: open-ended questions starting with "how" and "what"

**Implication Questions (5 questions):**
- Amplify the impact of identified pain points
- Connect problems to financial outcomes
- Get the prospect to verbalize the cost of inaction
- Technique: "If this continues for another 6 months, what's the impact on...?"

**Need-Payoff Questions (5 questions):**
- Get the prospect to describe their ideal solution
- Create a positive vision of the future
- Obtain verbal commitment
- Technique: "If you could solve [PROBLEM], how much would that be worth in...?"

**Transition to Next Step:**
- Summarize identified pains (paraphrase)
- Validation: "Does it make sense to move forward with...?"
- Define concrete next step with date

**Warning Signs (when to pull back):**
- Disengaged prospect (how to identify)
- Non-urgent pain (how to create ethical urgency)
- Wrong stakeholder in the meeting (how to redirect)

Adapt tone for Brazilian negotiation style, which values relationships and trust before discussing business.