B2B Sales Discovery Call Script

1. RAPPORT & AGENDA (3 mins)
"Thanks for jumping on today. My goal is to learn about your current process for [Topic], see what challenges you're facing, and determine if [Our Product] is a fit. If it's not, I'll tell you immediately. Does that sound fair?"

2. CURRENT STATE (5 mins)
"Walk me through how you currently handle [Process]."
"Who is involved? What tools are you using?"

3. THE PAIN (10 mins)
"What's the biggest bottleneck in that process right now?"
"How much time/money would you estimate that's costing the team per week?"
"How does this impact you personally in your role?"

4. THE IMPACT (5 mins)
"If you could wave a magic wand and fix this completely, what would the impact be on your quarterly goals?"

5. THE PITCH (5 mins)
"Based on what you've shared, it sounds like you're struggling with X and Y. I'll share how we solve exactly that."
[Brief 2-minute specific demo/pitch tailored ONLY to their stated pain]

6. NEXT STEPS (2 mins)
"Does this look like it could solve [Pain]?"
"Who else typically needs to be involved in evaluating a tool like this?"
"Let's schedule our next call right now to review with [Other Stakeholder]."

💡 Pro Tip

Never start pitching your product in the first 15 minutes. He who asks the questions controls the conversation. Use the 'Pain' section to quantify the financial impact of their problem.

📌 When to Use This Template

SaaS Sales, Consulting, B2B Services

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