The practical playbook for a winning discovery call and 90+ must-ask questions

Discovery calls are a key part of your sales funnel. They typically take place early on, during the evaluation and qualification stage. When a prospect shows initial interest, they move from the awareness stage into consideration. That’s when you jump in with your discovery call.

In this guide, we break down what discovery calls are, why they matter, how to prepare, and the steps and questions that lead to success. We also look at proven sales methodologies that you can apply in the discovery phase to refine your approach and connect with prospects more effectively.

What is a discovery call?

A discovery call is your first real conversation with a prospect who has shown interest in your product or service. Instead of delivering a traditional sales pitch, you use this call to learn about the prospect’s current situation, challenges, and goals. The aim is to gather meaningful insights that let you tailor your approach to what they actually need.

You’re not just selling; you’re gathering details that help you decide if the prospect is a good fit for your solution.

Here’s what happens during this stage:

• Assessing needs: You ask open-ended questions to uncover pain points and goals.
• Building trust: By listening actively, you show that you understand their situation.
• Qualifying leads: You discuss budget, timeline, and decision-making processes to see if they’re ready to move further down the funnel.
• Setting expectations: You agree on the next steps, whether that’s a demo, another call, or a proposal.

Why are discovery calls important?

Discovery calls are an important step of the sales process because:

• They allow you to show genuine interest in a prospect’s challenges, positioning you as a trusted advisor.
• A significant number of lost opportunities stem from poor qualification. By understanding the prospect’s needs early, you can avoid wasting time on leads that aren’t a good fit. 
• Knowing your prospect’s goals and pain points helps you craft a message that resonates. When your approach is tailored, prospects feel understood, and your solutions come across as more relevant.
• These calls let you establish the next steps right from the start. Whether it’s scheduling a demo or setting up another meeting, clear expectations help keep the process moving.
• By discussing budget, timeline, and other requirements early on, you uncover potential barriers. Addressing these obstacles immediately can save time and streamline the sales process.

How should a sales rep prepare for a discovery call?

Preparation makes all the difference. When you’re ready to speak with a prospect, having a clear strategy ensures that every minute of the call is productive. Here are some steps to get you set up for a successful discovery call:

Conduct thorough research

Before you call, spend time learning about the prospect and their company. Check their website, recent news, social media profiles, and any industry updates. Look at their recent LinkedIn activity to spot any updates, such as job changes, company announcements, or relevant content they’ve shared or engaged with. This background helps you understand their business context and shows the potential client that you’ve done your homework.

Define clear objectives

Set clear goals for the call. Have a game plan going in.  What questions do you need to ask to qualify the prospect? How can you uncover pain points? When is the ideal time to schedule a follow-up meeting? Defining what success looks like for the call keeps you focused and helps steer the conversation in the right direction.

Be ready to stay flexible and match your questions to where the buyer is in their journey. You’ll ask different questions to someone evaluating multiple tools and ready to decide, versus someone who’s struggling with their current solution and just starting to explore their options.

Develop a question framework

A well-structured list of open-ended questions is the backbone of a good discovery call. These questions should be designed to prompt detailed responses that give you a clear picture of the prospect’s situation.

Get access to our complete collection of discovery call questions. Download it now!

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Top sales methodologies for discovery calls

Consider using proven sales methodologies to shape your questioning. Integrating methods like SPIN Selling, Solution Selling, Consultative Selling, the Sandler Selling System, MEDDIC, or BANT can guide reps ask the right questions in a clear, consistent, and more strategic way.:

• SPIN Selling: This method focuses on four types of questions:
  
  • Situation: Ask about the current state. For example, “How do you currently manage your project workflows?”
  • Problem: Inquire about challenges. “What issues do you face with your current system?”
  • Implication: Dig into the impact. “How do these challenges affect your team’s productivity?”
  • Need-Payoff: Connect a solution to their needs. “What improvements would make a significant difference for you?”
• Solution Selling: Zero in on pain points by asking questions that uncover specific issues. This helps you tailor a pitch that directly addresses their problems. Sample questions:
  
  • “What’s the biggest obstacle preventing you from achieving [specific goal]?”
  • “Can you describe a recent situation where your current [tool/process] fell short?”
  • “What specific problems are you hoping to solve with a new solution?”
  • “How do these issues affect your ability to meet customer or stakeholder expectations?”
  • “What would an ideal solution look like to address [specific pain point]?”
• Consultative Selling: Focus on building a relationship by asking questions about long-term goals and challenges. For instance,
  
  • “What are your top priorities for [specific area, e.g., growth, efficiency] this year?”
  • “What barriers are standing in the way of achieving your long-term objectives?”
  • “How do you envision your [process/department] evolving over the next 12-18 months?”
  • “What’s been your experience with past solutions for [specific issue]?”
  • “How can a partner like us support your broader strategic goals?”
• Sandler Selling System: Use techniques like the “pain funnel” to gently probe for deeper issues. Questions like below can reveal valuable information:
  
  • “Can you tell me more about the challenges you’re facing with [specific process]?”
  • “What happens when [specific issue] occurs? How does it affect your team?”
  • “How long has this issue been a problem, and what have you tried to fix it?”
  • “What’s the most frustrating part of dealing with [specific pain point]?”
  • “If this problem persists, how might it impact your goals or operations?”
• MEDDIC: This framework helps you qualify a prospect by focusing on Metrics, Economic Buyer, Decision Criteria, Decision Process, and Champion. Ask questions like,
  
  • Metrics: “What key metrics do you use to measure success in [specific area]?”
  • Economic Buyer: “Who in your organization has the final say on purchasing decisions for [solution type]?”
  • Decision Criteria: “What factors are most important when evaluating a new [tool/solution]?”
  • Decision Process: “Can you walk me through the steps your team takes to make a decision like this?”
  • Identify Pain: “What specific challenges are driving the need for a new solution?”
  • Champion: “Is there someone on your team who is particularly invested in solving this issue?”
• BANT: Stands for Budget, Authority, Need, and Timeline, and offers a subtle approach to qualifying leads during discovery calls. Gently explore prospects’ financial planning, decision-making structures, essential needs, and anticipated project timelines.
  
  • Budget: “How have you allocated resources for projects like this in the past?” or “Is there a budget range you’re working within for addressing [specific need]?”
  • Authority: “Who else is involved in approving a solution for [specific issue]?”
  • Need: “What’s driving the urgency to address [specific challenge] now?” or “What happens if you don’t find a solution for [specific need] soon?”
  • Timeline: “Are there any deadlines or events driving your decision-making process?”

Prepare for common objections

Expect some pushback. Whether it’s about budget, timeline, or internal processes, be ready with thoughtful responses. Having data, case studies, or real examples handy can help you address concerns confidently. One way to do this is by having the answer cards handy for the most important objections.

Set an agenda

At the start of the call, share a simple agenda. Let the prospect know what topics you plan to cover. This shows respect for their time and keeps the discussion structured and focused.

Mindset and empathy

Finally, approach the call with the right mindset. Listen actively and be empathetic. Rather than trying to sell right away, approach the conversation with curiosity. Try to see things from your prospect’s point of view so you can really understand what’s behind their questions and concerns. This way, you build genuine trust that can lead to long-term wins.

9 steps to run an effective discovery call

Once you’re prepared, it’s time to execute the call. Here’s a step-by-step approach that can help you steer the conversation smoothly and efficiently. We have also listed sales discovery questions for each step.

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You can also download a detailed list of 90+ discovery call questions here.

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1. Establish a professional introduction

Start your sales demo call with a friendly greeting and brief small talk to build rapport. Clearly introduce yourself, your role, and your company. Highlight how you help solve relevant challenges for the prospect.

Here is an example of a sales discovery call introduction:

• Hello [Prospect Name], I’m [Your Name], the [Your Role] at [Company]. I noticed your team recently [reference a relevant event or accomplishment].

2. Set the agenda and confirm expectations

Outline the topics you’d like to cover and invite your prospect to add any items they want to discuss. This collaborative approach builds rapport and keeps everyone aligned.

• To make the most of our time, here’s what I was planning to cover today: [brief agenda]?

3. Engage in open-ended questioning

Ask questions that require more than a yes or no answer. This helps you uncover the prospect’s goals, challenges, and desired outcomes.

Business goals and objectives

• “What’s something you’re most focused on achieving this year?”
• “If our solution could take one thing off your plate or move the needle, what would you want that to be?”

Identifying challenges and pain points

• “What tends to slow you down or get in the way of those goals?”
• “If you could wave a magic wand and fix one problem, what would it be?”

Exploring the current situation and solutions

• “How are you currently handling [specific problem], whether with a tool, process, or workaround?”
• “What’s helped and what’s been more frustrating or time-consuming than expected?”

Evaluating impact and implications

• “What happens if this goal doesn’t get addressed soon?”
• “How is this challenge showing up in your team’s day-to-day? Any examples that come to mind?”

Success metrics and desired outcomes

• “What would make you say, ‘This was a success’ a few months from now?”
• “What numbers or signals do you track to know things are working well?”

4. Listen actively and empathetically

Focus on truly understanding your prospect’s responses. Let them speak without interruptions and use reflective statements and follow-up questions that show you’re engaged.

• “If I understand correctly, you mentioned [specific point]. Could you tell me more about that?”
• “That’s interesting! How does that affect your team or process on the ground?”

5. Qualify the prospect

Assess whether the prospect fits your solution by asking targeted questions about financials, decision-making, timelines, and team dynamics.

Budget and financial considerations

• "What kind of budget range are you considering for this type of solution?"
• "How do you typically approach budget adjustments when a solution shows strong value?"

Decision-making process and authority

• “Who usually gets involved when evaluating new software?”
• “What criteria will help you decide whether this is the right fit?”

Timeline and implementation urgency

• "What timelines or deadlines are influencing the urgency of this solution?"
• "What events or initiatives is this project connected to, if any?"

Role and team dynamics

• “How do you see your role in this decision or project?”
• “How does your team typically work together to tackle challenges like this?”

6. Address potential objections

If any hesitations come up, ask questions that help you uncover the underlying concerns instead of pushing for a sale immediately.

• “Is there anything you’re unsure about or want to dig into further?”
• “What would make you hesitant to move forward with a new solution?”

7. Summarize key points

Before wrapping up, recap the discussion to make sure both you and your prospect are aligned on the challenges, goals, and areas for improvement.

• “Just to recap. Here’s what I heard you say about your goals and challenges. Did I miss anything?”
• “Would you add or clarify anything about what we discussed?”

8. Define the next steps

Agree on what comes next. Whether it’s scheduling a demo, a follow-up call, or sending additional information, this clarity helps maintain momentum.

• “Would you like to line up a demo for your team next week? Would Thursday morning work?”
• “I’ll send over a quick summary and some tailored resources. Would reconnecting early next week work for you?”

9. Post-call reflection and follow-up

After the call, take a few minutes to jot down key insights and any red flags. Then, send a follow-up email summarizing the discussion and reiterating the agreed-upon next steps to reinforce your professionalism.

Here’s an example of a follow-up email you can send after a sales discovery call:

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Subject: Great speaking with you today, [Prospect Name]

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Hi [Prospect Name],

Thanks again for taking the time to chat today. I enjoyed learning more about your goals around [specific topic discussed]. It was helpful to understand your current challenges with [pain point].

To recap, we agreed that the next steps are:

[Next step 1, e.g., scheduling a product demo]

[Next step 2, e.g., sharing additional resources]

Please let me know if I missed anything or if you have any questions. Looking forward to continuing the conversation!

Best,

[Your Name]

[Your Position]

[Company]

[Contact Information]

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Sales methodology–based discovery call questions

Use these framework-driven questions to guide your conversation using proven sales methodologies. They help you dig deeper into your prospect’s situation in a structured, data-driven way.

SPIN Selling

• “What challenges are you facing with your current system or workflow?”
• “If those were resolved, what kind of difference would it make for you or your team?”

Solution Selling

• “What have you tried so far, and what was the result?”
• “If you could design the perfect solution, what would it look like?”

Consultative Selling

• “What’s holding you back from hitting your long-term goals?”
• “When evaluating a solution, what criteria matter most to you?”

Sandler Selling System

• ““What prompted you to start looking for a new solution now?”
• “If this remains unsolved, what’s the long-term downside?”

MEDDIC / MEDDPICC

• “What metrics do you track most closely in this area?”
• “How do you typically evaluate new tools or vendors?”

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These were a total of 40 key questions across essential discovery call topics. 

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We've also put together a comprehensive list of 90+ discovery call questions. Download it from here. 

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Use it as a starting point to build rapport, uncover pain points, and set clear next steps with your prospects.

How to create your discovery call workflow with Avoma

Avoma helps you set up discovery calls that work smoothly from start to finish. Here’s a clear, step-by-step guide:

Before the call

• Templates for discovery call prep: Begin with a discovery call template that saves you time before the meeting. When you select a discovery call purpose, the template automatically appears in the notes editor with smart topics like call flow and agenda items. This proactive setup ensures you’re ready and that key topics are covered.

You can even have different discovery call templates based on your sales methodology like SPIN, MEDDIC. SPICED etc. You can also customize the templates for your team by adding existing smart topics or creating your own. This flexibility helps align your calls with your unique sales process and keeps your team consistent and focused.

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During the call

• Trigger prompts: Use dual-purpose trigger prompts to guide your discovery call. They suggest targeted discovery questions like “What challenges are you facing with your current solution?”. This ensures you gather all the information needed for discovery. They also act as AI triggers signaling the AI to capture responses automatically.

• Answer assistant: Answer Cards deliver real-time, contextual responses as you engage with the prospect. For example, if a prospect asks about a specific feature, such as "How does your Microsoft integration work?" or “How are you different from <competitor>?” Avoma automatically triggers an answer card with key details, ensuring you have the right information at your fingertips. This feature helps you address objections and complex questions confidently without disrupting the flow of the conversation.

After the call

• AI-generated notes and automatic follow-up emails: AI-generated notes help you stay focused during calls by capturing key details automatically. Plus, you can automate personalized follow-up emails that include important discussion points, action items, and next steps-saving you time and keeping the conversation moving forward.
• Customizable AI scorecards: After the call, use AI-powered scorecards to review your performance. Customize your scorecards with proven discovery call methods such as SPIN, Sandler, and MEDDIC. With a 5-point Likert-type scale, these scorecards offer structured, objective feedback that highlights both strengths and improvement areas.

• Sentiment and monologue analysis & coaching: Finally, check your talk-to-listen ratios and monologue lengths to understand the dynamics of your conversation. Combine these findings with personalized coaching and team feedback to continuously refine your approach.

Conclusion

Discovery calls are an opportunity to build trust, qualify leads, and lay the foundation for a successful sales journey. Make sure you nail your discovery calls and set the stage for success.

We hope this guide gives you the clarity and confidence to run effective discovery calls. If you are looking for an AI-powered tool to support your process, explore Avoma or schedule a demo with our experts.

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