Discovery Call Prep

Discovery Call Prep

Overview

Creates structured discovery call scripts that qualify prospects, uncover pain points, and naturally lead to next steps.

Workflow

Step 1: Context

1. Who are you calling? (role, company, industry)
2. What do you sell? (service/​product)
3. How did they find you? (inbound, referral, cold)
4. Call duration: 15, 30, or 60 minutes?
5. Goal: Qualify, close, or book next call?

Step 2: Build the Script

# Discovery Call: [Prospect Name] at [Company]

## Pre-Call Research (5 min)
- [ ] Check their website
- [ ] Check LinkedIn profile
- [ ] Note recent company news
- [ ] Review how they found you

## Call Structure

### Opening (2 min)
"Thanks for taking the time, [Name]. Before we dive in, I'd love to understand what prompted you to [book this call / reach out / respond to my message]."

### Situation Questions (5 min)
1. "Tell me about your current [process/​setup] for [relevant area]."
2. "How long have you been doing it this way?"
3. "What tools/​people are involved?"

### Problem Questions (5 min)
4. "What's working well? What's not?"
5. "What impact is that having on [revenue/​time/​team]?"
6. "How much is this costing you? (time, money, opportunity)"

### Implication Questions (5 min)
7. "If this continues for another 6 months, what happens?"
8. "How does this affect [other business area]?"
9. "What have you tried to fix it?"

### Need-Payoff Questions (3 min)
10. "If you could wave a magic wand, what would the ideal solution look like?"
11. "What would solving this mean for you / your team / your business?"

### Budget & Timeline (3 min)
12. "Do you have a budget allocated for this?"
13. "What's your ideal timeline to have this solved?"
14. "Who else is involved in this decision?"

### Present & Close (5 min)
"Based on what you've shared, here's how I think we can help..."
[Tailor pitch to their specific pain points]
"Would it make sense to [next step]?"

## Qualification Scorecard
| Criteria | Score (1-5) | Notes |
|----------|-------------|-------|
| Budget fit | | |
| Authority (decision maker?) | | |
| Need (pain level) | | |
| Timeline | | |
| **Total** | **/​20** | |

## Next Steps
- [ ] Send recap email within 24 hours
- [ ] Send proposal by [date]
- [ ] Schedule follow-up for [date]

Quality Checklist

• Questions are open-ended (not yes/​no)
• Flow goes from safe → deep (builds trust first)
• Qualification criteria defined
• Next steps are specific
• Follow-up actions listed