| name | discovery-call-script |
| description | Creates discovery call frameworks with qualifying questions, pain point exploration, and next-step closing. Use when you need a structured script for sales calls. |
| allowed-tools | Read Write Glob |
| metadata | {"author":"matthewhitcham","version":"1.0"} |
Discovery Call Script
When to Use This Skill
Use this skill when you need to:
- Create a structured framework for sales discovery calls
- Build qualifying questions that identify real buyer potential
- Design a call flow that uncovers pain points and builds urgency
- Write closing language that moves prospects to the next step
DO NOT use this skill for customer support scripts, onboarding calls, or general interview guides. This is for sales discovery calls designed to qualify prospects and advance deals.
Core Principle
A DISCOVERY CALL IS 80% LISTENING AND 20% ASKING THE RIGHT QUESTIONS — THE PROSPECT SHOULD TALK MORE THAN YOU DO, AND EVERY QUESTION SHOULD REVEAL WHETHER AND HOW YOU CAN HELP.
Phase 1: Brief
Required Inputs
| Input | What to Ask | Default |
|---|
| What you sell | "What product or service will you be selling on these calls?" | No default — must be provided |
| Price range | "What is the price or price range?" | No default — must be provided |
| Ideal client | "Describe your ideal client in detail." | No default — must be provided |
| Call length | "How long are your discovery calls?" | 30 minutes |
| Current close rate | "What percentage of calls convert to sales?" | Unknown / needs improvement |
| Next step after call | "What happens if they say yes? (proposal, checkout, start date)" | Send proposal within 24 hours |
GATE: Confirm the brief before building the script.
Phase 2: Call Architecture
30-Minute Discovery Call Structure
## Call Flow
**Minutes 0-3: Rapport & Agenda Setting**
- Warm greeting, small talk (brief)
- Set the agenda: "Here's how this call will go..."
- Get permission: "Is that okay with you?"
**Minutes 3-8: Situation Questions**
- Current state of their business/problem area
- What they've tried before
- How long they've been dealing with this
**Minutes 8-18: Pain Point Deep Dive**
- What's the biggest challenge right now?
- What has this cost them? (money, time, stress)
- What happens if nothing changes in 6 months?
- What would the ideal outcome look like?
**Minutes 18-22: Qualification**
- Timeline: When do they need this solved?
- Budget: Are they prepared to invest in a solution?
- Decision-making: Are they the decision-maker?
- Commitment: How serious are they about solving this?
**Minutes 22-27: Present the Solution**
- Bridge their pain to your offer
- Share 1-2 relevant client results
- Explain what working together looks like
- Present pricing (if appropriate on this call)
**Minutes 27-30: Close / Next Step**
- Ask for the commitment or next step
- Handle any final objections
- Confirm the action items and timeline
GATE: Approve the call structure before writing the full script.
Phase 3: Write the Script
Section-by-Section Questions and Talking Points
Rapport & Agenda:
"Thanks for taking the time, {name}. Before we dive in, let me quickly explain how this call works. I'm going to ask you some questions about where you are now and where you want to be. Then, if it makes sense, I'll share how I might be able to help. Sound good?"
Situation Questions:
- "Tell me about your business — what do you do and who do you serve?"
- "How long have you been dealing with [problem area]?"
- "What have you tried so far to fix this?"
- "What's working? What isn't?"
Pain Point Deep Dive:
- "What's the single biggest thing holding you back right now?"
- "Can you put a number on what this is costing you?" (revenue lost, hours wasted, opportunities missed)
- "If nothing changes in the next 6-12 months, what does that look like?"
- "If we could wave a magic wand, what would the ideal outcome be?"
Qualification:
- "On a scale of 1-10, how urgent is solving this for you?"
- "Have you set aside a budget for this, or is that something we need to figure out?"
- "Is there anyone else involved in this decision?"
- "If we agree this is a fit, what's your timeline for getting started?"
Present the Solution:
"Based on everything you've shared, here's what I'd recommend...
[Describe your offer in 2-3 sentences, tied directly to their pain points]
[Share a relevant client result: 'One of my clients was in a similar situation and achieved X']
[Explain the process: 'Here's what working together looks like step by step']"
Close:
"So {name}, based on our conversation, I think this could be a great fit. Here's what I'd suggest as a next step: [specific action]. Does that work for you?"
Objection Response Scripts
Prepare responses for the top 5 objections:
| Objection | Response Framework |
|---|
| "I need to think about it" | "Totally understand. What specifically do you want to think through? Maybe I can help clarify." |
| "It's too expensive" | "I hear you. Let's look at the cost of NOT solving this — you mentioned it's costing you $X/month. This investment pays for itself in Y months." |
| "I need to talk to my partner" | "Of course. Would it help if we scheduled a quick call with both of you so I can answer their questions directly?" |
| "I'm not ready yet" | "When do you see yourself being ready? And what needs to happen between now and then?" |
| "I've been burned before" | "That's fair. Can you tell me what went wrong? I want to make sure we avoid those same issues." |
Phase 4: Polish
1. Call Preparation Checklist
2. Post-Call Follow-Up Template
Write a follow-up email template to send within 2 hours of the call.
3. Call Scorecard
Rate each call on:
- Did you identify the core pain point? (Y/N)
- Did the prospect state the cost of inaction? (Y/N)
- Did you qualify budget and timeline? (Y/N)
- Did you establish a clear next step? (Y/N)
Anti-Patterns
- Pitching before asking questions — presenting your offer before understanding their situation makes you a salesperson, not an advisor.
- Talking more than listening — if you're talking more than 30% of the call, you're doing it wrong.
- Skipping qualification — spending 30 minutes with someone who has no budget or authority wastes both your time.
- Not setting an agenda — without an agenda, the call wanders and ends without a clear outcome.
- Avoiding the close — "Well, let me know what you think!" is not a close. Ask for a specific commitment.
- Memorizing the script word-for-word — the script is a framework, not a teleprompter. Adapt to the conversation.
Recovery
- User has never done sales calls: Simplify to a 20-minute script. Focus on 3 situation questions, 3 pain questions, and a clear next step. Build confidence through practice.
- Prospect goes off-topic: Provide redirect phrases: "That's great — I want to come back to that. Before we do, can I ask about [topic]?"
- Close rate under 10%: The problem is usually in qualification. Recommend adding stricter qualifying questions or a pre-call questionnaire.
- Selling a low-ticket offer: Discovery calls are expensive in time. For offers under $500, recommend a sales page or short Loom video instead of live calls.
