salesIntermediate45 minutesPublished Nov 11, 2025
The Discovery Call Playbook
Master the art of discovery calls with proven scripts, the 5 Whys technique, BANT qualification, and a structured 30-minute framework to turn scheduled calls into qualified opportunities.
Navigate through interactive sections to master lead generation strategies
The Discovery Call Playbook
Transform scheduled calls into qualified opportunities with proven scripts and a structured framework.
Your role on this call is a doctor, not a salesperson. Your goal is to diagnose their pain before you ever prescribe a solution.
- The Golden Ratio: Aim for 60% listening and 40% talking. You learn more when they are talking.
- Qualification Reality: Only about 1 in 4 leads are truly qualified. Your job is to find them efficiently.
- The Magic Number: Sales reps who ask 11-14 questions during discovery see the highest success rates (74%).
- Call Structure: Master the 30-minute flow across 4 distinct phases: Opening, Diagnosis, Qualification, and Closing.
💡 Pro Tip
The call is won before you pick up the phone. Entering with context gives you control and shows you've done your homework.
⚠️ Warning
Never end a discovery call with 'I'll send some info.' Always end with a booked meeting or clear next step.