Nail the Discovery Call

Overview

Great discovery separates good reps from great ones. This session helps you run structured, confident calls that uncover key pain points, decision criteria, and urgency. You’ll learn to listen actively, dig deeper, and position yourself as a true advisor. Agenda: Set expectations and frame the call Ask layered, insightful discovery questions Identify buyer priorities, pains, and drivers Qualify timing, budget, and decision-making Practice live role-plays Outcomes: Stronger buyer rapport and trust More qualified deals entering your pipeline Ability to tailor every pitch with precision Deliverables: Discovery Question Library Call Flow Template Qualification Cheat Sheet