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Tactical Guides

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Nailing discovery calls

The Framework

Step One: Uncover Situational Pain

To uncover a prospect's pain points, it's important to start with situational questions. This shows that you have done your research and can help you qualify the customer's basic requirements. Ask questions that allow the prospect to talk about their current situation and any challenges they are currently facing. Listen carefully and show empathy to build rapport with the prospect.

Step Two: Understand the Impact and Gauge Desperation or Priority

Once you have an understanding of the prospect's pain points, the next step is to dig into the impact of those challenges. Ask questions that allow you to understand the impact on the prospect's business, their team, or their personal goals. Gauge their desperation or relative priority to solve the problem by asking open-ended questions that allow them to describe how important the problem is and what impact it's having on their business.

Step Three: Articulate Goals and Assign Value

The final step is to articulate the goals the prospect wants to achieve and assign value to your solution. Ask questions that allow you to understand what the prospect is trying to achieve and how they measure success. Use this information to help them understand the value of your solution and how it can help them achieve their goals. Be specific about how your solution can address their pain points and deliver value that is relevant to their specific situation.


Remember that the discovery call is more important than the demo itself because it drives what needs to be validated during the demo.
Use this framework to uncover your prospect's pain points, understand the impact of those challenges, and help articulate their goals.
By doing this, you can assign value to your solution and gauge their desperation or relative priority to solve the problem.

Apply this Framework:
Below is a workbook

The Workbook

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