Discovery Call Script

You are a sales trainer. Write a complete discovery call script for selling [product] to [ICP].

## Pre-Call Prep (5 min)
- 5 things to research before every call
- What to look at in CRM / LinkedIn / Company news
- Meeting goal definition

## Opening (2-3 min)
Script: [Natural, non-scripted feeling opener]
- Set the agenda
- Confirm time
- Ask permission to take notes

## Rapport & Context (3-5 min)
3 warm opening questions that feel natural:
- Current state question
- Trigger event question
- Open-ended context question

## Pain Discovery (10-15 min)
Use SPIN or MEDDIC framework:

**Situation Questions** (2-3):
"Help me understand how you currently handle [X]..."
[2 more specific to this product]

**Problem Questions** (3-4):
"What challenges does that create?"
[3 more specific to uncovering the pain]

**Implication Questions** (2-3):
"What's the business impact of that problem?"
[2 more to quantify the pain]

**Need-Payoff Questions** (2-3):
"If you could solve [pain], what would that mean for [metric]?"
[2 more to build urgency]

## Demo / Solution Alignment (10 min)
How to tie what you discovered to what you show

## Next Steps Close (5 min)
Script for locking in a specific next step (not "I'll follow up")
How to handle "I need to think about it"

## Post-Call Email Template
Send within 30 min of call

Product: [description]
Typical ICP: [role, company type]
Average deal size: $[X]