Library/Meeting Prep & Discovery/Discovery Question Design/Bezos Working Backwards Discovery Method
TestedMeeting Prep & DiscoverySame-Day Use (under 30 min)

Bezos Working Backwards Discovery Method

Apply Amazon's Working Backwards framework to discovery, generating questions that anchor on the prospect's desired outcome rather than current-state pain.

About this prompt

This prompt applies Jeff Bezos's Working Backwards method — starting from the ideal end state and reverse-engineering the path — to B2B sales discovery. AEs, SEs, and inside sales reps use it to reframe discovery conversations around the prospect's vision of success rather than their current problems. It's most effective with prospects who are outcome-driven but struggle to articulate root-cause pain.

The prompt

Generate discovery questions using the Bezos "working backwards" method. Context: - Prospect: [COMPANY NAME] - Their industry: [INDUSTRY] - What I'm selling: [YOUR PRODUCT/SERVICE] - What I know so fa
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Variables to replace

COMPANY NAME | INDUSTRY | YOUR PRODUCT/SERVICE | ANY INTEL

How to run it

  1. Copy the prompt and paste it into Claude, ChatGPT, Gemini, or Copilot — it's tuned to run in any of them.
  2. Replace the variables — swap each bracketed token for your deal's specifics. The variables list above explains every field.
  3. Make it yours — run it, keep what's strong, and tighten your inputs on the next pass. The prompt improves with your context.

What good output looks like

Make it yours

StageDiscovery
SeatAE, Sales Engineer
DifficultyIntermediate
Time to valueSame-Day Use (under 30 min)
Works withAI-Agnostic
CategoryMeeting Prep & Discovery
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