| name | prepare-a-sales-discovery-call |
| category | start |
| description | Build a focused sales-discovery call plan from sourced account context, explicit hypotheses, and useful questions. Use when preparing for a first prospect conversation, qualification call, or stakeholder discovery meeting. |
prepare-a-sales-discovery-call
Prepare to learn whether a real problem, fit, and next step exist. Treat research as context for questions,
not as permission to assume the prospect's priorities.
Inputs
- Gather the meeting purpose, invitees, time limit, referral context, and any prior conversation.
- Use current public account research, the product's real capabilities, and the team's qualification criteria.
- Identify the decision the call should enable and what information is missing.
Procedure
- Write a one-sentence call objective and a concrete acceptable outcome.
- Create a participant table with role, likely responsibility, and only sourced context.
- List account facts with source and date; label every possible need or risk as a hypothesis.
- Draft an agenda that reserves most of the time for the prospect's situation and questions.
- Prepare open questions about current workflow, impact, prior attempts, stakeholders, timing, and constraints.
- Add follow-up probes that request examples, baselines, and decision criteria without leading the answer.
- Prepare a concise, truthful product explanation for only the capabilities likely to be relevant.
- Set up a note structure for facts, quotations, hypotheses, commitments, objections, and next actions.
- Verify logistics, accessibility, consent for recording, and who will lead, take notes, and watch time.
Boundaries
Never fabricate personalization, imply private knowledge, or use sensitive personal data. Do not script false
urgency, hide material limitations, or promise integrations, pricing, security, or delivery that is not approved.
Done
- The call plan names an objective, agenda, participants, and a checked time budget
- Account facts include sources and dates, while hypotheses are clearly labeled
- Questions cover workflow, impact, authority, constraints, and a mutual next step
- Notes can record evidence, commitments, and unresolved issues during the call
