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].\n\n**Preparation (before the meeting):**\n- Company research checklist (5 items)\n- Pain hypotheses to validate (3 hypotheses)\n- Meeting objective (what qualifies for next step)\n\n**Opening (5 minutes):**\n- Contextual icebreaker (not generic)\n- Agenda and time alignment\n- Positioning statement (why you, why now)\n\n**Situation Questions (5 questions):**\n- Understand current state without sounding interrogative\n- Focus on process, tools, team, metrics\n- Tip: maximum 5 situation questions to avoid fatigue\n\n**Problem Questions (5 questions):**\n- Reveal frustrations and process gaps\n- Explore operational consequences\n- Technique: open-ended questions starting with \"how\" and \"what\"\n\n**Implication Questions (5 questions):**\n- Amplify the impact of identified pain points\n- Connect problems to financial outcomes\n- Get the prospect to verbalize the cost of inaction\n- Technique: \"If this continues for another 6 months, what's the impact on...?\"\n\n**Need-Payoff Questions (5 questions):**\n- Get the prospect to describe their ideal solution\n- Create a positive vision of the future\n- Obtain verbal commitment\n- Technique: \"If you could solve [PROBLEM], how much would that be worth in...?\"\n\n**Transition to Next Step:**\n- Summarize identified pains (paraphrase)\n- Validation: \"Does it make sense to move forward with...?\"\n- Define concrete next step with date\n\n**Warning Signs (when to pull back):**\n- Disengaged prospect (how to identify)\n- Non-urgent pain (how to create ethical urgency)\n- Wrong stakeholder in the meeting (how to redirect)\n\nAdapt tone for Brazilian negotiation style, which values relationships and trust before discussing business.