# Discovery Call Script Template

> A full opening-to-close discovery call script with branching paths for three buyer personas, ready to adapt and run on your next call.

Free template for sales reps. Topic: [Discovery & Qualification](https://www.peerlab.ai/library/topic/discovery-qualification/). Published by PeerLab in the [Sales Enablement Resource Library](https://www.peerlab.ai/library/). Source: https://www.peerlab.ai/library/discovery-call-script-template/

## How to use it

Read the opening and context block verbatim on your next call, pick the branch matching who's on the line, and use the close script to lock a dated next step before you hang up.

## What's inside

- Opening (0–3 min): permission-based agenda-setting script
- Context-setting questions (3–8 min) common to every persona
- Branch A script: economic-buyer / budget-holder persona
- Branch B script: technical-evaluator / champion persona
- Branch C script: end-user / day-to-day-pain persona
- Pain-quantification block used across all branches
- Next-steps close script with mutual action plan language
- Objection-recovery lines for 'just send me a deck' and 'we're just looking'

## Opening (0–3 min)
*Thanks for making time: before we dive in, I'll share what I'd love to cover, and I want to make sure it matches what you're hoping to get out of this call. Sound fair?*

*My plan: understand what's driving this conversation right now, what you've tried, who else is involved, and if it looks like a fit, agree on a clear next step. What would make this a good use of your 30 minutes?*

## Context questions (3–8 min): ask everyone
- What prompted you to take this call now, versus six months ago?
- Who else on your team is feeling this, and how?
- What have you already tried to fix this?

**Route from here based on their answer:**

### Branch A: Economic Buyer / Budget Holder
- What's this problem costing the business today, in dollars or lost opportunity?
- If you solved this, what changes at the P&L level?
- What's already budgeted for this category this year?
- Who else needs to sign off once we get to a number?

### Branch B, Technical Evaluator / Champion
- Walk me through how this fits into your current stack.
- What are the non-negotiables for your evaluation criteria?
- Who owns the final technical sign-off?
- What's killed similar projects here before?

### Branch C, End User / Day-to-Day Pain
- Walk me through what this actually looks like in your week.
- What's the workaround you're using today, and how much time does it eat?
- If this got fixed, what would you stop doing that you hate doing now?

## Pain quantification (use in every branch)
- How often does this happen: daily, weekly, per deal?
- What's the cost of one instance of this going wrong?
- On a 1–10, how urgent is fixing this, what makes it that number and not lower?

## Close (last 5 min)
*Based on what you've shared, here's what I'm hearing: [restate pain, impact, and who's affected in their words]. Does that sound right, or am I missing something?*

*Here's what I'd suggest as a next step: [specific next step: demo, technical call, business case review] with [specific people] by [specific date]. Does that work, and is there anyone else who should be in the room?*

## Objection recovery
- **"Just send me a deck":** *Happy to, it'll actually be more useful if I tailor it to [their stated pain] rather than send the generic version. Can I ask two quick questions first?*
- **"We're just looking":** *Totally fair, most people looking still have something specific that got them looking today. What was that for you?*