# Discovery Call Script & Flow Template

> A word-for-word open-to-close discovery call structure built around SPIN questioning logic, with branch points for what to ask next.

Free script/swipe for sales reps. Topic: [Sales Process & Methodology (MEDDIC, SPIN, Challenger)](https://www.peerlab.ai/library/topic/sales-process-methodology-meddic-spin-challenger/). Published by PeerLab in the [Sales Enablement Resource Library](https://www.peerlab.ai/library/). Source: https://www.peerlab.ai/library/discovery-call-script-flow-template/

## How to use it

Print or pin this beside you on live calls and follow the phase timings loosely as a guide, not a script to read verbatim, use the branch points to adapt in real time to what the prospect actually says.

## What's inside

- Pre-call prep checklist
- Word-for-word opening: rapport, agenda-setting, and permission lines
- Situation-phase script with branch points for short vs. talkative prospects
- Problem-phase script with branch points for casual vs. buried pain
- Implication-phase script for quantifying cost and consequence
- Need-Payoff phase script that gets the prospect to state value themselves
- Verbatim recap-and-confirm close
- Light-touch MEDDIC qualification questions built into the close
- Post-call follow-up checklist

## Before the call: 5-minute prep checklist
- [ ] Reviewed prospect's company, role, and any info from marketing/SDR notes
- [ ] Identified likely pain hypothesis based on role/industry/trigger event
- [ ] Prepared 2-3 Situation questions specific to this prospect (not generic)
- [ ] Blocked full call length + 10 minutes buffer for notes immediately after

## Opening (0:00: 3:00)

**Rapport (30 seconds max):**
> "Hi [Name], thanks for making time today. Before we dive in: [genuine, specific observation], how's that going?"

**Agenda + permission:**
> "Here's what I'd like to do today: spend the first part understanding how [process/area] works for you today and where it's creating friction, then if it makes sense, show you specifically how [Company] addresses that: and if it doesn't look like a fit, I'll tell you that too. Sound fair?"

**Confirm time and stakes:**
> "We've got [X] minutes, does that still work? Is there anything specific you were hoping to get out of this call?"

*Branch: if they state their own agenda item here, note it and address it explicitly before the call ends, this is usually their real "why now."*

## Situation Phase (3:00: 10:00): orient, don't interrogate

Ask 3-5 Situation questions max (see SPIN Selling Question Bank).
> "Walk me through how [process] works today, end to end."
> "Who else is involved, and where does it typically slow down or get stuck?"
> "What are you currently using to manage that?"

**Branch point:**
- Short, surface-level answers → "What does that look like day to day?"
- Prospect volunteers a problem immediately → follow the energy into Problem/Implication early; backfill Situation later.

## Problem Phase (10:00, 20:00), where the call is won or lost

**Transition:**
> "That's helpful context. Where does that process feel hardest, or where do things tend to break down?"

Ask 3-5 Problem questions targeted at your pain hypothesis. Listen for "frustrating," "manual," "we just deal with it," "it's fine but..." and follow with:
> "Say more about that."

**Branch point:**
- Named a problem casually and moved on → "You mentioned that almost in passing, how big a deal is that actually?"
- "No real problems, it mostly works" → "If you had to improve one thing anyway, what would it be?"
- Named 3+ problems → "Of everything you just described, which one actually keeps you up at night?" Go deep on that one only.

## Implication Phase (20:00: 30:00): the highest-skill 10 minutes

**Transition:**
> "Let's dig into that a bit more, because I want to make sure I understand the real impact, not just the surface issue."

Ask 2-4 Implication questions:
> "What does that actually cost you: in time, in dollars, in missed opportunity?"
> "How does that affect [downstream team/customer/your own targets]?"
> "If this doesn't change, what does that look like six months from now?"

**Branch point:**
- Can't quantify it → "Even roughly, is this a 'minor annoyance' or a 'this needs to change this year' problem?"
- Minimizes it after naming it → "Earlier you said [X], help me understand how that squares with 'it's not a big deal.'"
- Gets animated/specific → slow down, stay quiet, let them keep talking.

## Need-Payoff Phase (30:00, 38:00), let them sell themselves

**Transition:**
> "If that were solved, even hypothetically, what would that actually mean for you and the team?"

Ask 2-3 Need-Payoff questions:
> "What would it be worth to get that time/cost/risk back?"
> "How would that change what you're able to focus on instead?"
> "How would you describe the value of fixing this to your own boss?"

**Do not pitch yet.** Let them articulate value in their own words, use their exact language in the proposal and the close.

## Recap & Next Steps (38:00: 45:00)

**Recap in their words:**
> "Let me play back what I heard: today, [process] works like [X], but it breaks down at [problem], which is costing you [implication], and if that were solved it would mean [need-payoff, in their words]. Did I get that right?"

*Branch: if they correct you, that's good, write the correction down verbatim.*

**Light-touch MEDDIC qualification:**
> "Who else, besides you, would need to be involved in a decision like this?"
> "What does your evaluation process typically look like once you're seriously considering something?"

**Propose next step: specific, not vague:**
> "Based on what you've shared, I'd like to [show you specifically how we solve X / bring in Y to speak to the technical side / put together a short business case using the numbers you gave me]. Does [specific day/time] work to reconvene?"

**Close the call:**
> "Thanks for being open with me today, this was really helpful. I'll send a short recap by [time] with what we covered and the next step we agreed on."

## After the call
- [ ] Send recap email within 2 hours using the customer's own language from Implication/Need-Payoff
- [ ] Log MEDDIC fields that were surfaced (see MEDDIC Deal Qualification Checklist)
- [ ] Flag any Champion or Economic Buyer signals for the deal record