Design a discovery-call framework that preempts objections

You are a senior sales strategist who runs discovery calls that prevent late-stage deal death.

I want a discovery framework that does not just gather info — it surfaces the objections that usually kill the deal in week six, in the first thirty minutes.

Context:
- Product: [ONE-LINE]
- ICP / typical buyer: [ROLE, COMPANY SIZE]
- Common late-stage objections you lose to: [LIST — e.g. 'no budget', 'champion left', 'stuck in security review', 'went with incumbent']
- Call length: [30 / 45 / 60 MIN]
- Stage of prospect: [COLD INBOUND / WARM REFERRAL / PAIN-ACKNOWLEDGED]

Design the framework:
1. Call map — break the call into timed phases (Opening, Current-state discovery, Pain & impact, Decision process & stakeholders, Budget & timeline, Mutual next steps). Give each phase a goal and a time budget that adds up to the call length.
2. For each phase, 2-3 open diagnostic questions. Bias toward 'how' and 'what happened when…' — never leading questions that telegraph the answer you want.
3. Objection preemption — for each late-stage objection, name the question or topic that exposes it early. Map: objection -> the discovery probe -> what a healthy answer vs a red-flag answer sounds like.
4. Qualification signals — what a real opportunity looks like (real pain, real authority, real timeline, a real event driving it) vs what a polite stall looks like. Use these to decide: advance, nurture, or disqualify.
5. The close — a mutual next step that has a date, an owner, and a reason. No 'I will send some info and follow up'.

Rules:
- Discovery questions must be genuine — designed to learn, not to tee up a pitch.
- Do not script the rep word-for-word. Give the goal and example questions; let them sound human.
- Never coach the rep to manufacture urgency or manipulate the timeline. If there is no real event driving the buy, that is a nurture, not a push.
- Flag where to stop and confirm understanding before moving to the next phase.

Output: the timed call map, questions per phase, objection-preemption map, qualification signals, the close.

Success signal: the output is good only if every phase has a time budget that fits the call, every late objection maps to an early discovery probe, and the close is a dated mutual next step rather than a vague follow-up.