> ## Documentation Index
> Fetch the complete documentation index at: https://ycombinatorx25-research.nomi.so/llms.txt
> Use this file to discover all available pages before exploring further.
# đź“ž Discovery calls
> You have to deeply care about their problems.
**Discovery calls are 70% of the sale.**
**Here’s how to turn them into real pipeline — fast.**
***
**1. Ask 11–14 Questions — Not 20**
* Sweet spot: 11–14 questions
* 10? Too shallow. >15? Feels like an interrogation
* Be curious, not robotic. Reformulate what prospect says, compliment, and ask questions.
***
**2. Ditch Lazy Openers**
* Don't: “Tell me about your business?”
* Do: “What’s your current process for X — where’s it breaking?”
***
**3. Focus on 3–4 Key Pains**
* Don’t skim 10 surface-level issues
* Go deep on a few critical ones
* Do: “What are the top 3 challenges you're facing with X?”
* And keep digging: "Oh, so X seems to be a serious problem.. Please tell me more about that."
* "What has been the impact of X on your business?"
* "Did you already try something to solve it? Yes? How did it goes?"
***
**4. Ask About Urgency + Impact**
* Do: “What happens if nothing changes?”
* Do: “Is there a timeline in place?”
***
**5. Qualify Budget & Decision-Maker – Later**
* Do: “What’s your budget range?”
* Do: “Who else will weigh in?”
* Don’t start here. Build value first.
***
**6. Keep It Conversational – Skip the Deck**
* No slides. Just talk, ask, listen, adjust
***
**7. Use Open-Ended Questions**
* Do: “Walk me through how you do X today”
* Target a 40%-60% talk ratio (you-them)
***
**8. Always Define Next Steps**
* Avoid vague endings
* Do: Always **book the follow-up** during the call.
***
**9. Personalize Everything**
* Do: “Saw you just launched in Europe — how’s that impacting ops?”
* Tailored = trust. Scripts = snooze
***
**10. Selling to Execs? Ask Fewer, Smarter Questions**
* \~4 big-picture Qs — not 10 tactical ones
* Do: “What key metric are you focused on improving?”
***
**11. Proven Frameworks to Use**
* **SPIN**: Situation, Problem, Implication, Need-payoff
* **BANT**: Budget, Authority, Need, Timeline
* **MEDDIC**: Metrics, Economic Buyer, Decision Criteria, Decision Process, Identify Pain, Champion
Pick one. Stick to it. Customize.
***
### **🚀 Real Results**
Some YC sales teams hit:
* **73% Discovery → Demo conversion**
* **35.1% Close rate** (by qualifying hard early)
➡ More fit = more wins.\
➡ Less fluff = less churn.
***
*cf to yc for more: [https://bookface.ycombinator.com/knowledge/BG-user-interviews](https://bookface.ycombinator.com/knowledge/BG-user-interviews)*