Your discovery call sets the tone for the entire sales process, so it’s critical to get it right. Whether you’re in SaaS, B2B sales, or manufacturing, this discovery call script helps you qualify leads, uncover pain points, and move the conversation forward, all in just 10 minutes.

Use this step-by-step guide to structure your calls for maximum insight and alignment with the prospect.

1. Introduction (2 minutes)

Greet the lead:
“Hi [Name], it’s great to speak with you today. How’s everything going on your end?”

State the goal of the call:
“The purpose of today’s call is to understand your current situation, the challenges you’re facing, and see if our

can be a good fit for you. Does that sound good?”

2. Understanding the Lead’s Needs (4 minutes)

Industry-Specific Questions:
(Adjust based on their industry)

For SaaS: “How do you currently manage [software-related process] in your business? What’s the biggest bottleneck you’ve encountered in this process?”

For Manufacturing: “Are you using any tools to streamline production? What challenges do you face in this area?”

For B2B Sales: “What kind of sales strategy are you using to generate leads and convert them into long-term clients?”

Probe Further on Pain Points:
“What is the most frustrating aspect of your current system or process? How is it impacting your day-to-day operations?”

 

3. Decision-Making Process (2 minutes)

Decision-Making Structure:
“Who else is involved in making decisions for this project? What are their main concerns when considering solutions like ours?”

Budget & Timeline Insight:
“Do you have any existing budgets for this type of solution, or is there flexibility in the pricing?”
“How long does your typical decision-making process take for a project like this?”

Anticipate Roadblocks:
“Are there any internal factors or constraints that could delay the approval or implementation of a solution?”

 

4. Budget (1 minute)

Gauge Budget:
“What kind of budget do you typically allocate for solutions like ours? Does it vary depending on specific needs?”

Optional Insight into Range:
“We’ve worked with businesses of all sizes. If budget flexibility is a concern, we can discuss options that match your financial capacity.”

 

5. Product Alignment (1 minute)

Position the Solution:
“Based on what you’ve shared, it seems like our

could help you with [specific challenge]. We’ve helped other businesses in your industry overcome similar obstacles by [specific outcome]. Does this sound like something that could benefit you?”

 

6. Qualifying Question for Fit (1 minute)

Lead Readiness:
“Does it sound like we’re a good fit for solving your challenges? Would you say you’re ready to move forward, or would you need more information?”

 

7. Next Steps (1 minute)

Offer Multiple CTAs:

“I’d love to schedule a demo so you can see how we can help you in action. Does [date/time] work for you?”

“I can send you a case study or customer success story that shows how we’ve helped companies like yours. Would that be helpful?”

“I can draft a proposal outlining how we can specifically assist you. When would be a good time to review that together?”

Empathetic Close:

“I understand your time is valuable, and I want to make sure we’re a good fit before moving forward. If this sounds promising, I’m happy to take the next step whenever you’re ready.”