discovery-call-design
Installation
SKILL.md
Discovery Call Design
A discovery call is the first real conversation between a sales rep and a prospect. Its purpose is to understand whether there's a genuine fit between the prospect's problem and your solution. Not to pitch. Not to demo. Not to close. To discover. The output is a decision: advance to the next stage (demo, evaluation, proposal) or disqualify and move on.
The principle: the prospect should talk 60-70% of the time. If the rep is talking more than 40%, they're pitching, not discovering. Every question should surface information that helps determine fit, urgency, and next steps.
The Discovery Call Structure
The 30-minute framework
| Phase | Minutes | Purpose | Rep talk % |
|---|---|---|---|
| 1. Open | 0-3 | Set the agenda. Build rapport. Establish the format | 60% (setting context) |
| 2. Situation | 3-10 | Understand their current state. What do they do today? | 20% (asking questions) |
| 3. Problem | 10-18 | Surface the specific pain. What's broken? What's the impact? | 20% (digging deeper) |
| 4. Implication | 18-22 | Quantify the cost of the problem. What happens if they don't fix it? | 30% (connecting dots) |
| 5. Process | 22-26 | Map the buying process. Who's involved? What's the timeline? | 30% (understanding mechanics) |
| 6. Close | 26-30 | Propose next steps. Confirm mutual interest | 50% (proposing action) |