Discovery Call Script
The exact B2B discovery call script used by top AEs. Includes qualification questions, objection handlers, and techniques for uncovering pain that leads to closed deals.
1The Opener
Hey {{prospect_name}}, thanks for taking the time today. I've got us down for {{time_allocated}}, does that still work on your end?
Great. So I did a little research before the call and saw that {{their_company}} is {{something_you_noticed}}. That's impressive. Before we dive in, do you mind giving me a quick overview of your role and what you're focused on right now?
[LISTEN - Let them talk. Take notes.]
That's really helpful. So here's what I'd like to do today: I want to learn more about what you're dealing with when it comes to {{pain_point_area}}, and then if it makes sense, I can share how we've helped similar companies. If there's a fit, we'll talk next steps. If not, I'll tell you honestly. Sound fair?2Discovery & Pitch
Perfect. Let's start here—when it comes to {{pain_point_area}}, what's working well for you right now?
[LISTEN - Start positive. It lowers defenses.]
Got it. And what's NOT working as well as you'd like?
[LISTEN - This is where you start uncovering pain. Take detailed notes.]
That's interesting. Can you tell me more about that? What's causing that to happen?
[LISTEN - Go deeper. Ask "why" and "how" questions.]
And how long has that been going on?
[LISTEN - The longer the pain, the more urgency.]
What have you tried so far to fix it?
[LISTEN - Understand past attempts and why they failed.]
And if you don't solve this, what happens? What's the impact on the business?
[LISTEN - Quantify the pain. Revenue lost? Time wasted? Deals missed?]
Got it. So let me make sure I understand: {{summarize_their_pain}}. Is that right?
[GET CONFIRMATION]
Thanks for sharing all of that. Let me tell you a little about how we approach this, and then you can tell me if it resonates.
{{your_solution_overview}}
We worked with {{reference_customer}} who had a similar challenge—{{their_pain_summary}}—and after implementing our solution, they saw {{specific_results}}.
Based on what you've told me, I think we could help you {{desired_outcome}}.
Here's what I'd suggest for next steps: {{proposed_next_step}}. Does that make sense?
Before I let you go—who else on your team would need to be involved in evaluating something like this?
[GET STAKEHOLDERS]
And what's your timeline for making a decision on this?
[GET TIMELINE]
Perfect. I'll send over a summary of what we discussed and {{next_step_materials}}. Looking forward to {{next_meeting}}.3Objection Handlers
Click an objection to see the response. Practice these until they're automatic.
Your Response
I understand—timing is everything. Can I ask what would need to happen for this to become a priority? [Listen] Got it. Well, let me at least send you a summary of what we discussed so you have it when the timing is right. And would it be okay if I checked back in {{timeframe}} to see if anything has changed?
4Closing Options
Based on what you've shared, I think the next step would be {{next_step}}. Does that make sense?
Here's what I'd suggest: let's schedule a {{follow_up_meeting_type}} with you and {{other_stakeholders}}. How's your calendar looking next week?
I'll put together a summary and proposal based on what we discussed. Can we schedule a follow-up for {{day}} to go through it together?
Would it be helpful if I did a {{demo_or_presentation}} for your team so they can see how this would work in practice?
Voicemail Script
Hi {{prospect_name}}, it's {{your_name}} from {{your_company}}.
I'm looking forward to our call on {{scheduled_day}} at {{scheduled_time}}. I'll be calling you at this number.
If anything changes, just shoot me a quick text at {{your_phone}} or reply to my calendar invite.
Talk to you {{scheduled_day}}!Variables to Customize
{{prospect_name}}The prospect's first name{{their_company}}The prospect's company name{{something_you_noticed}}Something positive about their company from research{{time_allocated}}Duration of scheduled call (e.g., '30 minutes'){{pain_point_area}}The general problem area you solve{{summarize_their_pain}}Your summary of what they shared{{your_solution_overview}}Brief explanation of your solution{{reference_customer}}A relevant customer example{{their_pain_summary}}Summary of the reference customer's pain{{specific_results}}Quantified results from your customer{{desired_outcome}}What the prospect wants to achieve{{proposed_next_step}}Your recommended next action{{next_step_materials}}Materials you'll send post-call{{your_name}}Your first name{{your_company}}Your company name{{your_phone}}Your phone numberPerfect For
- Account Executives conducting initial discovery meetings
- Sales teams with consultative, solution-based selling approaches
- Companies with complex products requiring thorough needs analysis
- Mid-market and enterprise sales cycles
- SDRs transitioning to AE roles and learning discovery
- Founders doing early-stage B2B sales
Not Ideal For
- Transactional sales with no discovery needed
- Very short sales cycles (same-day close)
- Products with no customization or configuration
- Situations where the prospect is already deep in evaluation
- Inbound leads who have already done extensive research
Pro Tips
Prepare 3-5 open-ended questions before the call, but be ready to go off-script based on their answers
Take notes in a shared doc so you can send it to them afterward—it shows you were listening
Aim for a 70/30 talk ratio: they should talk 70% of the time
When they share a pain point, don't jump to your solution. Ask 2-3 follow-up questions first.
Summarize their pain back to them before proposing anything—it builds trust and confirms understanding
Always get the names of other stakeholders and their concerns
End with clear next steps and a calendar invite before hanging up
Send a follow-up email within 1 hour summarizing what you discussed
Common Mistakes
Pitching your product before understanding their needs
Asking yes/no questions instead of open-ended ones
Not going deep enough on pain—staying at surface level
Skipping the 'impact' question—if you don't quantify pain, you can't justify price
Accepting vague answers like 'it's not great' without digging deeper
Forgetting to identify all stakeholders in the decision
Not setting a clear next step before ending the call
Talking too much about features instead of outcomes
Practice Exercises
Role-play discovery calls with colleagues taking turns as prospect and AE
Practice asking 'Why?' and 'Tell me more about that' after every answer
Record your discovery calls and count how many open-ended vs. closed questions you ask
Practice summarizing what someone said in 2-3 sentences
Drill the 'quantify the impact' question until it feels natural
Practice transitioning from discovery to solution overview smoothly
Tone & Delivery
Curious and consultative, not interrogating. You're a doctor diagnosing a problem, not a salesperson pushing a product. Ask questions like you genuinely want to understand, not like you're running through a checklist. Pause after they answer—let them think and elaborate. Match their pace and energy. If they go deep on a topic, stay there. Don't rush to the next question.
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