Discovery Call
A discovery call is the initial sales conversation where a salesperson asks questions to understand a prospect's challenges, goals, timeline, and buying process.
Understanding Discovery Call
Discovery calls are typically the first substantive sales conversation after initial contact. The primary goal is to understand the prospect's situation through open-ended questions, not to pitch products. Effective discovery calls qualify opportunities, uncover pain points, identify decision-makers, and establish whether there's a genuine fit. The quality of discovery directly impacts the entire sales cycle, influencing deal velocity and win rates.
What You Need to Know
Discovery calls focus on understanding the prospect, not presenting solutions
Open-ended questions are essential for uncovering real pain points
BANT, MEDDIC, and other frameworks guide discovery questioning
Pre-call research significantly improves discovery call effectiveness
Discovery call quality directly correlates with deal outcomes
See It in Action
BANT Discovery
Using the BANT framework to uncover Budget, Authority, Need, and Timeline through strategic questioning during the discovery call.
Pain Point Discovery
Asking questions like 'What's your biggest challenge with [area]?' and 'What happens if this problem isn't solved?' to understand prospect pain points.
Process Discovery
Understanding the prospect's buying process by asking 'Who else would be involved in a decision like this?' and 'What does your evaluation process typically look like?'
Master Discovery Call with Prepd
Prepd helps you excel at discovery call with automated research briefs delivered before every call.
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Frequently Asked Questions
Common questions about discovery call.
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