A discovery call can make or break the entire sales journey. Unlike a sales pitch, this call isn’t about pushing your product; it’s about listening, asking the right questions, and uncovering whether there’s a genuine fit between what the prospect needs and what you offer. When done well, discovery calls build trust, qualify leads effectively, and set the stage for more meaningful conversations down the line.

This guide covers the structure, preparation, best practices, and tools to help you run successful discovery calls.

What is a discovery call?

What is the structure of a discovery call?

Introduction

Begin with a warm greeting and light conversation to make the prospect comfortable.

Set the agenda

Clearly outline the purpose of the call and confirm expectations.

Ask discovery questions

Use open ended questions to uncover prospect’s goals, challenges and priorities.

Qualification

Assess fit by checking budget, authority, needs and timelines.

Align value briefly

Connect their pain points with your solution without going into a full pitch.

Define next steps

End the conversation by agreeing on clear follow-up actions.

How to prepare for a discovery call?

Preparing well for a discovery call helps you ask better questions and show that you’ve done your homework.

Research and review

Learn about their company, role, industry, and recent updates to personalize the conversation. Also, check your CRM to review past touchpoints and notes before joining the call.

Define your objectives

Be clear about what you want to learn (e.g., challenges, budget, decision process).

Prepare discovery questions

Draft a list of open-ended questions that guide the conversation.

Set an agenda

Outline the call flow so you can lead with confidence and clarity.

Test your tools

Ensure that your calendar, call platform and note-taking system are working smoothly.

What are some best practices for discovery calls?

Here are proven best practices for discovery calls that help you uncover real needs and qualify leads effectively.

Balance rapport with purpose

Keep small talk brief (2-3 minutes) before moving into business so the call stays focused. 

Tailor your first question

Swap “What are your challenges?” with a tailored opener like “I noticed you’re using X tool, how’s that working for your team?”

Dig beneath surface answers

If they say something like “Our sales cycle is too long,” follow up with “Which stage usually slows things down?” to get actionable detail.

Qualify subtly

Instead of bluntly asking about the budget, try “Have you already set aside resources for solving this problem this year?”

Highlight value without pitching

If they mention a problem, reflect it back with a light touch (e.g., “That’s something we often help teams solve…”) but save the demo for later.

Use silence strategically

Pause after asking tough questions; prospects often reveal more when you don’t rush to fill the gap.

Confirm mutual fit

If they're not a fit, be upfront; it builds credibility and saves time for both sides. 

What tools help improve discovery calls?

The right discovery call tools make preparation, execution, and follow-up faster and more consistent.

Mini script

Intro(2 mins):

Sales rep: “ Hi [Prospect], thanks for joining! I saw your team just launched [X project],how’s that going?”

Agenda setting(1 min):

Sales rep: I’d like to understand your current process, challenges and goals, then see if we’re a fit. Does that work?”

Discovery questions(10-15 mins):

Sales rep:

“Can you walk me through your current workflow?”

“What’s your biggest challenge right now?”

“How does this impact your team’s results?”

Qualification(5 mins):

What timeline are you considering to fix this?”

Value positioning(2-3 mins):

Sales rep: “It sounds like [pain point] is slowing things down. That’s an area we often help teams streamline.”

Next steps(2 mins):

Sales rep: “Shall we schedule a demo next week? I’m free Tuesday morning or Thursday afternoon.”

Use this template as a starting point and adjust based on your product, buyer persona, and sales style.