Discovery call plan that finds the real problem

Prep me for a discovery call with {{title}} at {{company}} ({{size, industry}}). They came in via {{source}} and said {{what they said}}.

1. Hypothesis: what problem do they most likely have, given their role, company stage, and how they found us? State the reasoning.
2. The questions, in order — open before closed, current-state before future-state. For each: what I'm trying to learn and what answer would disqualify them.
3. The three questions that uncover cost of inaction in their numbers.
4. Who else must be involved, and the question that surfaces the buying process without sounding like a process interrogation.
5. The two things I should NOT do on this call (no demo, no pricing, whichever applies) and why.
6. Likely objections at this stage and the question — not the rebuttal — that addresses each.
7. What a good call ends with: the specific next step and the words to propose it.

Max 12 questions. Prioritise listening.