Discovery

Discovery Call Question Set

A structured set of discovery questions covering current state, pain, impact, decision process, and timeline. Pull the ones that fit; do not interrogate.

Use it when: Use to prepare for and guide a first discovery or qualification call.

Copy-paste template

OPENING
- Before we dive in, what made you take this call?
- What were you hoping to get out of our time today?

CURRENT STATE
- Walk me through how you handle [area] today.
- What tools or process are you using now?
- Who is involved in that workflow?

PAIN AND IMPACT
- What is not working about the current approach?
- How long has that been a problem?
- What does that cost you, in time, money, or headaches?
- What happens if nothing changes over the next [timeframe]?

GOALS
- If we solved this perfectly, what would be different?
- How would you measure success?
- Where does this rank against everything else on your plate?

DECISION PROCESS
- Besides you, who else weighs in on a decision like this?
- What does a typical buying process look like for your team?
- Have you set aside budget for this, or is that part of the conversation?

TIMELINE
- Is there a date or event driving the timing?
- What needs to be true for you to move forward?

CLOSE
- Based on what we covered, here is what I would suggest as a next step. Does that work for you?

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