The principle. Each buyer personality wants discovery delivered differently.
Bull — direct, no setup. "What's not working today?" Straight to it. Owl — frame your questions ("I want to make sure I'm not wasting your time…"). Give them time to answer fully. Take notes visibly. Lamb — start with low-stakes questions. Build comfort before asking about budget or decision dynamics. Tiger — ask vision questions first. "Where do you want this to be in a year?" They light up on vision and pull discovery out of you.
Universal rule. Match the tempo of their answers. Long answers = your follow-ups stay long and curious. Short answers = your follow-ups stay short and crisp.
Pair this with Buyer Personality Mode in ClosersForge to drill discovery against each persona.