Sales Discovery Call Script

Discovery call framework with MEDDIC qualifying questions, objection handling, and next-step gates.

# Discovery Call Script ## Pre-call (5 min before) - [ ] Reviewed account research note - [ ] Reviewed any prior emails / LinkedIn activity - [ ] Confirmed agenda in the calendar invite - [ ] Recording consent prepared ## Opening (5 min) "Thanks for the time. To use it well, I'd love to spend most of it understanding your world â [problem area]. I'll share a bit about us toward the end if it's useful. Sound good?" Ask permission to record. ## Discovery framework â MEDDIC ### M â Metrics - "What's the business outcome you'd be using something like this to drive?" - "If we were sitting here 6 months from now and this worked, what number would have changed and by how much?" ### E â Economic buyer - "Who else is involved in a decision like this?" - "Who would sign the contract?" ### D â Decision criteria - "How will you decide between options?" - "What's the must-have vs nice-to-have?" ### D â Decision process - "Walk me through how a decision like this typically gets made here." - "Any approvals, security review, procurement, legal?" - "What's the timeline?" ### I â Identified pain - "What's prompting this conversation right now vs. 6 months ago?" - "What's the cost of not solving this?" - (Use silence â let them name the pain in their own words.) ### C â Champion - "Who'd be using this day-to-day?" - "Is this something you'd personally champion if we proved it out?" ## Objections â common patterns - "We don't have budget" â "Help me understand: is the problem itself too small to fund, or is timing the issue?" - "We're already using [competitor]" â "How's it working? What would have to be true for you to consider switching?" - "Send me information" â "Happy to. To make it relevant, can I ask 2 quick questions first?" ## Closing (5 min) - Summarise back what you heard: pain, decision criteria, timeline, champion. - Propose a specific next step with a calendar invite sent during the call. - Set written follow-up commitments: I'll send X by Y; you'll send Z by W. ## Post-call (within 4 hours) - [ ] CRM updated with MEDDIC fields - [ ] Follow-up email sent - [ ] Next-step meeting on the calendar - [ ] Forecast category updated

Price: Free
State: approved