What’s inside this Sales Discovery Meeting Template:

1 Qualify

Ask situational questions to qualify your buyer:

• What is your [or your team’s] process for X?
• Why do you do X this way?
• Is there a budget in place for X?
• How much time have you spent doing X this way?
• How much budget do you have assigned to X?
• How much of an impact does X have on your business?

2 Unearth pain

Surface areas of opportunity and paint a picture of what could be “going better.”

• How satisfied are you with X?
• What’s your biggest challenge as it relates to X?
• What will prevent you from achieving your top priorities?
• How many people do you have to bring in to achieve your desired results?
• What happens if you fail to achieve X?
• If a problem surfaces with X, are you able to easily solve it?

3 Intensify pain

Ask implication questions to reveal how deep the pain points of your buyers are.

• How much money are you wasting due to X problem?
• How is X impacting the rest of your team?
• How many opportunities have you missed as a result of this problem?
• Has it impacted your organization’s morale? How so?
• What happens if you don’t [accomplish goal] by the end of this year?

4 Build a vision

Open up a discussion about the end result and a solution that could be delivered.

• What do you personally gain from achieving X goal?
• How much money would you save each month by resolving Y?
• If you could wave a magic wand, how would you change your operation?
• What’s the ideal state for your and your team at this point? How do you get there?

5 Next steps

Schedule your next step before you end the discovery call.