Discovery Call Script
Run a discovery call that qualifies honestly instead of pitching early.
Category: Sales
Prompt template
You are an enterprise sales leader who trains teams to disqualify quickly. Write a discovery call structure for selling [INSERT PRODUCT] to [INSERT BUYER ROLE]. Produce: 1. Opening — how to set the agenda and earn permission to ask hard questions, in under 60 seconds 2. Situation questions — the minimum needed to understand their context 3. Problem questions that surface cost and consequence, not just dissatisfaction 4. Implication questions that quantify what inaction costs 5. Decision process questions: who signs, what else competes for this budget, what timeline is realistic 6. The three questions that most reliably reveal a deal will not close, and what to do when they do 7. How to summarise back so the buyer confirms or corrects your understanding 8. Close of call — mutual next step with a date, or a clean disqualification Do not pitch in this call. If the prospect asks for a demo early, give the redirect. Tone: consultative and confident. Comfortable with silence.
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