Discovery Questions Build the sequenced question set a rep carries into a sales discovery conversation, plus the follow-up ladders and branch logic to adapt it live. Four questioning frameworks with a publicly documented structure converge on one spine: - SPIN (Rackham, 1988) - Sandler's Pain Funnel - MEDDPICC's Three Whys - GAP Selling's Problem / Root Cause / Impact chart The spine: isolate a real problem, dig to its root cause, quantify the impact, then establish why now. This skill encodes that convergence, not any one acronym. Vendor question-count and talk-ratio benchmarks are direction…