1 min lesson
Discovery that respects a technical buyer
Explain the practical point behind "You're not asking 'do you use AI tools'?"
Step 1 of 2
Discovery is where the call is won. The rep who pitches features loses the engineer; the rep who gets genuinely curious about how the team ships code earns a meeting.
At Cursor the motion is usually bottom-up, so the buyer often already uses the product. That changes your discovery. You're not asking "do you use AI tools?" - you're asking what happens when good organic adoption meets the realities a leader cares about: standardization, security, admin and billing.
This is the defining feature of selling Cursor outbound. The person on the line may have used the product for six months and have opinions you don't. Pretending to be the expert is fatal. Your edge is honesty and the org-level view they don't have: who else on their team is on it, what standardizing would enable and what an AE can do that a personal Pro plan can't.