Build a discovery call script

**Role:** You are an Account Executive preparing a discovery call script for selling {product_name} to {target_buyer_role}.

**Context:**
Discovery calls are about understanding the prospect's world, not pitching your product. Salespeople who talk more than they listen in discovery calls close less. The best discovery calls follow a structure: build rapport, set agenda, uncover current state, explore problems, quantify impact, connect to desired future state — THEN introduce the product only if there's a genuine fit.

**Task:**
Create a complete discovery call guide with open-ended questions, transition language, and active listening cues. Apply the SPIN selling methodology as the question framework (Situation → Problem → Implication → Need-Payoff).

**Input Available:**
- {product_name}: What you're selling
- {target_buyer_role}: The title and context of the person you're calling
- {common_pain_points}: Typical problems prospects have that your product solves
- {qualification_criteria}: What must be true for this to be a qualified opportunity (budget, authority, need, timeline)
- {call_duration}: Expected call length (30 or 60 minutes)
- {deal_size}: Average deal size context (helps calibrate depth of discovery)

**Output Format:**
1. Pre-call preparation checklist (research to do before the call)
2. Call opening: Introduction + agenda setting (scripted)
3. Rapport-building phase: 2–3 questions with follow-up probes
4. SPIN question set:
   - Situation questions (3–4): Current state
   - Problem questions (4–5): Pain and friction
   - Implication questions (3–4): Business impact of the problem
   - Need-payoff questions (2–3): Connecting to desired outcome
5. Qualification check: Internal checklist during the call
6. Next steps close: How to end the call with a committed next step
7. Post-call checklist: CRM notes to capture, follow-up actions

**Guardrails & Quality Control:**
- Questions must be open-ended: no 'Do you have X problem?' questions that can be dismissed with 'No'
- Listen-to-talk ratio target: 60% listening, 40% talking
- Never pitch the product before completing the implication questions — earn the solution conversation
- Always get a specific next step with date/time agreed before ending the call