MODULE 05 · THE DIAGNOSIS
Discovery that surfaces.
The real decision.
Not the surface one.
The Foundation Discovery method — Three Deep questioning, Current vs Perfect framing, and how to lead a buyer to the conclusion they were avoiding.
Most discovery is a checklist. The Diagnosis is a conversation that ends with the buyer telling you why they're going to buy.
WHO THIS IS FOR
Built for the moment you keep losing the deal.
Sellers who close the easy deals and lose the complex ones. Founders pitching enterprise. Anyone who hears 'let me think about it' too often.
OUTCOMES
What changes by the end.
- You'll run Three Deep on every discovery question that matters.
- You'll uncover the real decision-maker before the second meeting.
- You'll hear 'we have to do this' instead of 'let me think about it.'
WHAT'S INSIDE
8 lessons. 4 weeks · self-paced.
- 01 Discovery is not interrogation
- 02 Three Deep questioning method
- 03 The Current vs Perfect frame
- 04 Multi-stakeholder discovery
- 05 Mapping decision criteria they haven't said yet
- 06 Quantifying the cost of inaction
- 07 The summary close — earning the next meeting
- 08 Common discovery mistakes and the fix for each
THE WORKING DOCS
What ships with the videos.
- Three Deep question bank
- Current vs Perfect template
- Multi-stakeholder map
- Discovery scorecard
OR GET EVERYTHING
Want this and 7 more?
All Access is $399/mo.
8 courses at $399 each = $3,192. All Access = $399/month with twice-weekly live coaching included. The math writes itself.
ANSWERS
Quick questions about this module.
Is this BANT / MEDDIC / SPIN?
It's the Foundation method. It absorbs what works in those frameworks and discards what doesn't.
Will this work for self-serve products?
The module focuses on consultative motions. Self-serve has its own playbook — covered partially in Module 09.
How long is a Foundation discovery call?
Long enough to go Three Deep on the three questions that matter. Usually 30–45 minutes.