Discovery Mastery

The Discovery Call Framework

Opening Script (60-90 seconds):

"Hi [Name], thanks for taking the time today. I'm [Your Name] from Raia. We help companies build what we call an 'agentic workforce'—essentially AI agents that work like digital employees. Unlike tools that need constant prompting, Raia agents act autonomously, integrate with your systems, and deliver measurable outcomes.

Before I share more about what we do, I'd love to understand your business better. What I've found is that every company has unique challenges, and the best AI solutions are the ones that directly address those specific pain points. Would it be helpful if I asked you a few questions about your current operations?"

Essential Discovery Questions

Productivity & Bottlenecks:

1. "Where are the biggest bottlenecks in your business right now?"

2. "What tasks does your team spend the most time on that feel repetitive or manual?"

3. "If you could wave a magic wand and automate one workflow, what would it be?"

Cost & Resource Allocation:

1. "Which areas carry the highest labor or outsourcing costs?"

2. "How do you currently handle peak demand periods?"

3. "What percentage of your team's time is spent on tasks that could theoretically be automated?"

Customer Interactions & Scaling:

1. "How do you scale customer interactions today?"

2. "Where do your SLAs slip most often?"

3. "What happens when a customer has a question outside business hours?"

Knowledge & Systems:

1. "Where does your critical business knowledge live?"

2. "How do new employees get up to speed on your processes?"

3. "What systems do your teams rely on most heavily?"

AI & Automation Experience:

1. "What AI or automation tools have you experimented with?"

2. "What worked well, and what didn't meet expectations?"

3. "How is your team currently using tools like ChatGPT?"

Discovery Conversation Techniques

The Pain Amplification Method:

1. Identify the pain: "You mentioned response times are slow..."

2. Quantify the impact: "How many hours per week does this cost your team?"

3. Explore the consequences: "What happens when customers wait too long?"

4. Create urgency: "How is this affecting your competitive position?"

Example Discovery Flow:

Rep: "You mentioned that customer support response times are a challenge. Can you help me understand the current state?"

Prospect: "Yeah, we're averaging about 4-6 hours for first response, and customers are getting frustrated."

Rep: "That's definitely a pain point. How many support tickets are you handling per day?"

Prospect: "About 200-300, depending on the day."

Rep: "So if we could get that first response time down to under a minute, and deflect say 40-50% of those tickets automatically, what would that mean for your team?"

Prospect: "That would be huge. We could probably reassign half our support team to more strategic work."

Rep: "Exactly. And that's precisely what we've helped companies like [similar company] achieve. Would it be worth exploring how we could design an agent specifically for your support workflows?"