How do I install the Cost Discovery Coach skill?

Run npx skillmds add scientiacapital/cost-discovery-coach in your terminal (requires Node.js), paste this page's agent-chat prompt into Claude, Cursor, or any MCP-connected agent, or download the SKILL.md file and copy it into your agent's skills directory.

Is Cost Discovery Coach safe to use?

This skill has not completed SkillMD's automated safety review yet. Capability flags: docs only. SkillMD never runs a skill's scripts for you; review the SKILL.md before installing.

Which AI agents work with Cost Discovery Coach?

This skill is tagged as working with Claude Code, Claude.ai, OpenAI Codex. SKILL.md is an open format, so most agents that read a skills directory can load it too.

Is Cost Discovery Coach free to use?

Yes. Installing skills from SkillMD is free, and the skill stays under its author's original license.

Who published Cost Discovery Coach?

scientiacapital (@scientiacapital) published this skill. Their other Agent Skills are listed on their SkillMD profile.

Cost Discovery Coach by scientiacapital

Name: Cost Discovery Coach
Rating: 4.2 (5 reviews)
Author: scientiacapital

Cost Discovery Coach

Turns the cost-of-inaction calculator's inputs into tight, killer discovery questions per vertical — JTBD job, Never-Split calibrated question, Challenger insight. Use when: discovery questions, how to ask, calculator discovery, cost of inaction questions, SDR call prep, what do I ask, qualify the room count, broadcast/live-events/corporate discovery.

scientiacapital 31c37f4 3 files · 10.4 KB Updated Sep 9, 2026

File contents

The principle (read this first)

Concise & killer. One breath. If it needs a comma to survive, cut it.
Easy to riff. A frame they can say five ways, not a line they recite.
Spec-true. Every fact in a question is verified (Epiphan Knowledge MCP / catalog). Reps never get caught out: Pearl-2 = 6 isolated full-HD channels; Pearl Nexus = 2 recommended (3 max); EC20 publishes straight to your CMS, no encoder in the path; Edge fleet management is free.
Master the voice, not the script. The skill's job is to make the words bulletproof so the rep's only job is delivery.

The method: each input is a question

The calculator can't compute until the rep earns these answers. For every input, the bank gives four layers — pick the one that fits the moment:

Layer	Source	What it does
Killer Q	Never Split the Difference	a calibrated, no-oriented question — short, opens the room
Label	Never Split the Difference	"It sounds like… / It seems like…" — names the pain, gets a "that's right"
Job	Jobs To Be Done	the outcome the buyer is really hiring for
Insight	Challenger	the reframe that teaches them something about their own cost

The flow (one call)

Open with a label, not a pitch ("Sounds like the older rooms are the ones eating your week.").
Earn the inputs with killer questions — rooms, equipment age, failed captures, downtime, tickets, staff (and per vertical: events/yr, headcount, time-to-first-frame).
Teach with the cost-of-inaction number the calculator returns (Challenger reframe).
Tease the cheaper path — "there may be a more affordable path; not every room records at once" — a starting point, not a quote. Never name the mechanism.
Hand off with ae_handoff once a Manager+ economic buyer is in play.

Riff rules (so it stays natural)

Drop the number, then go quiet. Let the silence work.
Mirror their last 1–3 words to keep them talking before the next question.
One question at a time; never stack two.
If they're junior (Coordinator/Technician), your real goal is the name of whoever signs — thread up.

Guardrail — internal only

This coaches the rep; it is not buyer copy. In anything the prospect sees, never name the AV-matrix mechanism (matrix/switchboard/routing switch) or third-party brands — "your CMS / LMS," pooled = "a more affordable path, a starting point, not a quote." The AE owns fit, pricing, POC. See epiphan-ai-mcp-guide-skill.

---name: cost-discovery-coachdescription: Turns the cost-of-inaction calculator's inputs into tight, killer discovery questions per vertical — JTBD job, Never-Split calibrated question, Challenger insight. Use when: discovery questions, how to ask, calculator discovery, cost of inaction questions, SDR call prep, what do I ask, qualify the room count, broadcast/live-events/corporate discovery.--- <objective> Teach a new SDR (Edgar, Vasil, Nyasha) to run discovery that fills the cost-of-inaction calculator — using questions that are short, sayable, and **spec-true**. Each calculator input becomes one killer question. The rep masters tonality, pace, and inflection; the words are already right. Pairs with `jobs-to-be-done-skill`, `never-split-the-difference-skill`, `challenger-sale-skill`. Full question bank: `reference/discovery-by-input.md`. </objective> <quick_start> **Trigger:** "discovery questions", "what do I ask", "cost of inaction questions", "SDR call prep". **Do this:** 1. Identify the vertical + the calculator inputs still missing (rooms, equipment age, failed captures, downtime, tickets, staff). 2. Pull the matching questions from `reference/discovery-by-input.md` — for each input, pick one of the four layers (Killer Q / Label / Job / Insight) that fits the moment. 3. Coach delivery with the Riff rules: one question per breath, mirror, go quiet after the number. Every spec cited must be verified (Epiphan Knowledge MCP / catalog) — never improvise a spec. </quick_start> ## The principle (read this first) - **Concise & killer.** One breath. If it needs a comma to survive, cut it. - **Easy to riff.** A frame they can say five ways, not a line they recite. - **Spec-true.** Every fact in a question is verified (Epiphan Knowledge MCP / catalog). Reps never get caught out: Pearl-2 = 6 isolated full-HD channels; Pearl Nexus = 2 recommended (3 max); EC20 publishes **straight to your CMS, no encoder in the path**; Edge fleet management is free. - **Master the voice, not the script.** The skill's job is to make the words bulletproof so the rep's only job is delivery. ## The method: each input is a question The calculator can't compute until the rep earns these answers. For every input, the bank gives four layers — pick the one that fits the moment: | Layer | Source | What it does | |---|---|---| | **Killer Q** | Never Split the Difference | a calibrated, no-oriented question — short, opens the room | | **Label** | Never Split the Difference | "It sounds like… / It seems like…" — names the pain, gets a "that's right" | | **Job** | Jobs To Be Done | the outcome the buyer is really hiring for | | **Insight** | Challenger | the reframe that teaches them something about their own cost | ## The flow (one call) 1. **Open** with a label, not a pitch ("Sounds like the older rooms are the ones eating your week."). 2. **Earn the inputs** with killer questions — rooms, equipment age, failed captures, downtime, tickets, staff (and per vertical: events/yr, headcount, time-to-first-frame). 3. **Teach** with the cost-of-inaction number the calculator returns (Challenger reframe). 4. **Tease the cheaper path** — "there may be a more affordable path; not every room records at once" — *a starting point, not a quote*. Never name the mechanism. 5. **Hand off** with `ae_handoff` once a Manager+ economic buyer is in play. ## Riff rules (so it stays natural) - Drop the number, then go quiet. Let the silence work. - Mirror their last 1–3 words to keep them talking before the next question. - One question at a time; never stack two. - If they're junior (Coordinator/Technician), your real goal is the name of whoever signs — thread up. ## Guardrail — internal only This coaches the rep; it is not buyer copy. In anything the prospect sees, never name the AV-matrix mechanism (*matrix/switchboard/routing switch*) or third-party brands — "your CMS / LMS," pooled = "a more affordable path, a starting point, not a quote." The AE owns fit, pricing, POC. See `epiphan-ai-mcp-guide-skill`. <success_criteria> - [ ] Every calculator input the rep needs is covered by exactly one killer question (plus a Label / Job / Insight fallback layer) - [ ] Questions are one breath long, sayable five ways, and spec-true (all facts verified — Pearl-2 = 6 channels, Nexus = 2 rec/3 max, EC20 direct-to-CMS, Edge free) - [ ] The flow ends with a Challenger reframe on the cost-of-inaction number and, when a Manager+ EB is in play, an `ae_handoff` - [ ] No buyer-facing copy names the AV-matrix mechanism or third-party brands; pooled = "a more affordable path, a starting point, not a quote" - [ ] Junior contact? The coached goal shifts to threading up to whoever signs </success_criteria>

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