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Sales Discovery Call Template

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The Sales Discovery Call is a foundational conversation a sales representative has with a qualified potential client. The primary purpose of this meeting is not to sell or demo a product, but to listen and discover. This call is a structured, two-way dialogue designed to understand the prospect's existing processes, tools, and challenges and what they are trying to achieve. By asking strategic, open-ended questions, the sales rep can uncover critical pain points, understand the business impact of those problems, and identify the prospect's buying motivators. The ultimate goal is to qualify the opportunity: Is this prospect a good fit for the solution? Is there a compelling reason to buy?

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Meeting Agenda
  1. Introduction & Agenda Setting
  2. Understanding the Current Client State
    1. "To start, could you walk me through your team's current process for [the area your product services]?"
    2. "What tools or systems are you currently using to manage that?"
    3. "What parts of that process are working well for you right now?"
    4. "And what parts of that process are the most manual, frustrating, or time-consuming?"
  3. Identifying Pain & Impact
    1. Problem: "You mentioned [the frustrating part]... tell me more about that. What's the biggest challenge with that?"
    2. Impact
      1. "What happens when [the problem] occurs?"
      2. "How does that problem affect your team's [productivity/costs/revenue/customer satisfaction]?"
      3. "How much time would you say your team spends on [manual task] each week?" or "What's the downstream cost when that mistake happens?"
    3. Ideal State: "In a perfect world, what would this process look like for you?"
  4. Qualification & Buying Process
    1. Timeline
      1. "What prompted you to start looking for a solution to this now?"
      2. "What's your ideal timeline for having a new solution in place?"
    2. Purchasing Process
      1. "When your team has evaluated tools like this in the past, what did that decision-making process look like?"
      2. "Who else, besides yourself, would need to be involved in this conversation?"
    3. Budget
      1. "Have you set aside a budget for this, or is this more of an exploratory conversation?"
  5. Close & Next Steps
    1. Summarize: "So, if I'm hearing you correctly, the main challenge is [The Pain], and it's causing [The Impact]. You're looking for a way to [The Desired State]. Did I get that right?"
    2. The Pivot: "Based on everything you've shared, I'm confident we can help with this. The best next step would be a [tailored demo / technical call / strategy session] to show you exactly how we'd solve [The Pain]."
    3. The Ask: "Do you have 30 minutes open next [Day] or [Day] to book that now?"
    4. Recap: "Great. I'll send a meeting invite for that right after this call, along with a brief email recapping what we discussed.
Meeting Notes

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