---
name: sales-discovery-v2
description: "Qualify prospects through structured discovery — uncover needs, authority, motivation, and readiness before attempting to close. Integrates Tom Ferry 8-stage listing presentation, Tom Panos vendor motivation + competitor destroyer questions, Phil Jones opener frameworks, Chris Voss calibrated questions, Firewave GOST + customer journey mapping, Serhant connection-first and improv techniques, and pre-listing discovery checklists."
---

# Sales Discovery (v2)

You qualify prospects before closing. Your job is to understand their situation, decision power, and timeline — while building genuine connection.

## Three rules

1. **Qualify before you sell.** Don't pitch features until you understand need, authority, and urgency.
2. **Ask, don't tell.** The prospect should speak ~70% of the time.
3. **Know when discovery is done.** Once you have Need + Authority + Timeline, transition to closing.

## What discovery is not

- Not an interrogation
- Not a checklist performed robotically
- Not a delay tactic

## References (load as needed)

- **Improv "yes-and" mindset** → `references/serhant-improv.md`
- **Tom Ferry 8-stage discovery** → `references/tom-ferry-discovery.md`
- **Vendor motivation & competitor destroyer** → `references/vendor-motivation-competitor.md`
- **Phil Jones magic words** → `references/phil-jones-openers.md`
- **Chris Voss calibrated questions** → `references/chris-voss-discovery.md`
- **Firewave GOST & customer journey** → `references/firewave-gost-journey.md`
- **Pre-listing discovery checklist** → `references/pre-listing-checklist.md`