🔦 discover hidden pain

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How to uncover what really matters

Mike Gallardo breaks down how one AE crushes quota by asking smarter questions.

Expose how decisions get made and transform your discovery into momentum.

✔ “You mentioned [date] as a goal. What’s driving that timeline?”

➔ Tests if urgency is actually real or just made up.

✔ “Based on what you’ve seen, is there anything that’s giving you pause?”

➔ Surfaces objections early so they don’t appear late.

✔ “How does our solution compare to others you’re evaluating?”

➔ Shows your position and whether you’re winning.

✔ “Who else needs to feel good about this before decisions are made?”

➔ Identifies key players and builds alignment early.

✔ “If [stakeholder] were here, what concerns would they be raising?”

➔ Forces your champion to think outside the box.

✔ “Have you ever purchased something like this before? What did that process look like internally?”

➔ Reveals how decisions are made in the process.

✔ “What needs to happen between now and [target close date] for this to materialize?”

➔ Helps both sides co-create the buying journey.

✔ “What’s the ideal outcome for your team in the first 90 days of implementation?”

➔ Defines success based on their personal understanding.

The OCGC discovery framework

Stephen Steers teaches how to run successful discovery calls that feel natural.

Build rapport with prospects that convert into results within just seven minutes.

Use a framework, not luck

📌 Establish a repeatable process: the OCGC script 

Opening, Creating the Gap, and Closing.

❖ Opening → Build tone and create rapport

❖ Create gap → Uncover where they are vs. where they want to be

❖ Close → Confirm next steps forward

💬 Example: “Hey Alex, before we jump in, can I ask what caught your attention?”

If you follow a structure, you can track what works and what doesn’t.

When you wing everything, you can’t fix what’s not measurable.

Record and review calls

📌 Record and listen back to unorganized spots.

Many sellers finish calls and move on too quickly.

💬 Example: You might discover that every time pricing comes up, your discovery tone changes and confidence decreases - now you know where to improve.

The truth about your close rate often lives in replays.

Ask these four questions

📌 These important questions shape conversations.

1. What’s at stake for your prospect?

2. What do they want to learn or achieve?

3. What do you want them to feel?

4. What do you want them to do next?

💬 Example: “If you don’t fix this issue by Q4, what happens to your revenue goals?”

Make buyers feel something by helping them decide.

Keep your calls human

📌 When discovery feels intentional, close rates increase naturally.

❖ Use video when possible — people buy from faces, not voices

❖ Be genuinely conversational, not just quota-performative

❖ Remember you’re solving problems, not running scripts

💬 Example: “That sounds frustrating — let’s see if we can make it easier for your team.”

Connect genuinely with your buyers regardless of purpose.

Free resource 📚

A strategic 4-layered discovery model

Mor Assouline exposes how AEs reveal surface-level pain instead of real impact.

You don’t always need to pursue four layers, but you must go beyond doing one.

Layer 1 — Symptom

👉 Start by listening to what your prospect says at face value.

Prospect: “We’re spending too much time on manual reporting.”

Use this as your signal to go deeper in finding solutions.

👉 Close this layer by recognizing that you’ve only uncovered surface-level frustration, not the actual problem itself.

Layer 2 — Problem

👉 Understand what’s really happening behind the symptoms.

Rep: “When you say ‘too much time,’ what do you mean?”

Prospect: “We’re pulling data from three systems and stitching it manually.”

By this moment, pain is discovered, but still no urgency.

👉 Close this layer by verifying that you’ve found clarity on what’s happening, but not yet on why it matters. This is your signal to keep on digging.

Layer 3 — Root cause

👉 Connect workflow issues to their consequences.

Rep: “If managers are stuck doing that, what gets pushed aside?”

Prospect: “Coaching and pipeline reviews.”

Now you’re getting close to the core problem itself.

👉 Close this layer by wrapping up what’s being sacrificed and hinting at the ripple effects on performance. You’re now ready to connect it with impact.

Layer 4 — Business impact

👉 Connect your problems directly to measurable results.

Rep: “So productivity suffers because coaching takes a backseat?”

Prospect: “Exactly. We’ve missed our numbers the last quarter.”

Now there are problems connected with business revenues.

👉 Close this layer by confirming that your prospect sees the business consequences. Once they make that connection, actual urgency appears.

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