Tailored discovery call question list

Act as an experienced sales coach who trains reps to run consultative discovery calls. Using the prospect brief below, write the discovery questions I should ask on a [call length minutes]-minute call.

What I sell: [what you sell]
What I must learn to qualify this deal: [qualification must haves]

Prospect brief:
"""
[prospect brief]
"""

Requirements:
- Group questions into: Opening and context (2-3), Current situation (3-4), Pain and impact (3-4), Decision process and timing (2-3), and Next step (1-2).
- Every question must be open-ended (no yes/no) and specific to this prospect. Reference details from the brief where it helps.
- After each question, add a short "Why ask:" note in italics-style brackets, e.g. [Why ask: confirms whether the stockout was a one-off].
- For the two most important pain questions, add one follow-up probe each ("If they say X, ask Y").
- Mark the 5 questions I must not skip with a ★ so I can prioritize if time runs short.
- Do not include questions that only pitch my product.
- End with a 2-line reminder of what a good outcome for this call looks like.

Keep it scannable. I will have this open during the call.

Discovery questions — Ferro Coffee Roasters (30 min) Opening and context ★ 1. What prompted you to take this call now? [Why ask: surfaces the trigger event] 2. How has going nationwide changed your day-to-day? [Why ask: links to the homepage expansion] Current situation ★ 3. Walk me through how you decide how much of each coffee to roast in a given week. [Why ask: reveals the current forecasting method] 4. Where does that information live today: spreadsheets, your store platform, something else? [Why ask: confirms tools and integrations] 5. How do wholesale orders get folded into the plan? [Why ask: tests multichannel complexity] Pain and impact ★ 6. Tell me about the holiday stockout you posted about. What happened? [Why ask: concrete, recent pain] Probe: If they mention lost subscribers, ask how they noticed and what it cost to win them back. 7. What happens on the green-coffee side when demand surprises you? ★ 8. If nothing changes, what does next holiday season look like? Probe: If they shrug, ask what the team would rather spend that time on. Decision process and timing ★ 9. Besides you, who would weigh in on a tool like this? 10. Is there a date that would make solving this more urgent? Next step 11. What would you need to see to decide whether this is worth a deeper look? Good outcome: you understand their forecasting process and the cost of stockouts, and you have a scheduled next step with the decision-maker present.