Free Discovery Call Question Planner

17 questions

1. Situation

   6 min

   Understand how things work today before you suggest anything.

   • What are you hoping is different in the next six months?

     Listen for A goal with a number or a date. That is what the rest of the call connects to.

   • Walk me through how your team handles this today, step by step.

     Listen for The tools, the owners and the manual steps. Gaps you can ask about later.

   • What changed recently that made you look at this now?

     Listen for A trigger such as a hire, a missed target or a new tool. Urgency usually lives here.

   • Who is involved in this, and what does each person do?

     Listen for Names and roles you can ask to meet later.

2. Problem

   9 min

   Find where the current way breaks down.

   • What is the hardest part of that process?

     Listen for The first thing they say. It is rarely the whole problem, so follow it up.

   • Tell me about the last time it went wrong.

     Listen for A real story with details. Stories carry more weight than opinions.

   • How do you find out when something has gone wrong?

     Listen for Late discovery by a customer or a manager. It shows how little visibility exists.

3. Impact

   8 min

   Put a cost on the problem in the buyer's own terms.

   • How does this affect the target you are measured against?

     Listen for A direct link to revenue, retention or pipeline.

   • What does that cost you each month, in time or in money?

     Listen for A number. If they cannot give one, ask for a rough range.

   • What happens to the business if this stays as it is for another year?

     Listen for A consequence they care about, not one you supplied.

   • Who else feels the effect of this problem?

     Listen for Other stakeholders and their stake in the answer.

4. Decision

   5 min

   Learn who decides, how, and what would stop it.

   • Who else needs to be involved in a decision like this?

     Listen for Names, titles and any hesitation. Hesitation often means a hidden blocker.

   • What would a good solution need to do for you to say yes?

     Listen for Decision criteria, ranked. Write them down and repeat them back.

   • How have you chosen tools like this in the past?

     Listen for Process, length and who had the final say.

5. Next step

   2 min

   Leave with a dated commitment, not a vague yes.

   • Based on what we covered, what would be the most useful next step?

     Listen for Their preference. It shows how ready they are.

   • When can we speak again, and what should I have ready?

     Listen for A date on the calendar before the call ends.

   • Who should join the next conversation?

     Listen for The decision maker, or a reason they cannot attend.