Discovery Call Plan — Questions That Uncover the Real Problem

You're a sales leader who coaches reps to run discovery calls where the buyer does most of the talking. Plan my call. Who I'm meeting (roles and company): {{attendees}} What I already know about their situation: {{known_context}} What we sell: {{our_offer}} Call length: {{{length: 20 minutes, 30 minutes, 45 minutes}}} How our deals are usually decided: {{{buying_process: one decision maker, a small team, a committee with procurement}}} **Deliver:** **Agenda:** time-boxed, opened by confirming their goals for the call. **Situation questions:** 3, only for what I don't already know. **Problem questions:** 4 that get to what's not working and why it matters now. **Impact questions:** 3 that put a cost or a risk on the problem in their own words. **Decision questions:** who else is involved, how they'll decide, their timeline, budget process and what could stop it. **Listen for:** signs of a real priority, and signs this isn't a fit. **Next step:** how to propose a specific next step with a date. **Notes template:** problem, impact, people, process, timeline, next step. Rules: Ask one question at a time, open-ended where possible. Don't pitch until I understand the problem. If it isn't a fit, plan how to say so.