1 min lesson
Walk me through your last PR
Use the lesson to respond to this: "The mock buyer says 'our code reviews take forever.' What's the strongest next move in a discovery round?" Keep the answer plain.
Step 1 of 2
Buyer: “Honestly, the codebase is just huge and everything takes forever to ship.” You: “When you say ‘takes forever’ - walk me through your last PR. How many days did it sit in review, and roughly how many hours did you personally lose context-switching before it merged?”
When the buyer gives you a vague pain, quantify it on the spot: “When you say onboarding is slow - roughly how many weeks until a new engineer ships their first real PR today?” Attaching a number live is the move that separates a rep with discovery instinct from someone running a script.
Don't pitch features the moment you hear a pain. The instinct to jump to “Cursor does that!” is the most common way candidates lose this round. Stay in discovery: one more question almost always beats one more claim. This is general-industry-standard practice, so rehearse a timed 10-15 minute discovery and tighten your question flow.