Qualification call: Discovery Script

If you sell high ticket services, and account with a team of SDRs (salesmen who "capture"), it is good to make the sale in two steps.


In this way you will quickly qualify the prospects before making the demo.


This call is made for generated leads (either inbound or outbound) to previously analyze if your product can fit them.


This can replace the registration form and you will directly schedule the demo date on the call.


Step 1) Discovery call with SDR.


Step 2) Demo call






The objective of this first meeting is to:

  1. Make sure that the Lead qualifies for our service, that is, that we can help him
  2. Certify if he has urgency and needs to make a quick decision
  3. That the lead understands in a preliminary way how we can help
  4. Create an environment of initial trust
  5. Verify that all decision makers are on the call or will be in the DEMO
  6. Verify their decision-making process (times, people who decide, internal processes



Discovery Call script

This call is an action prior to the demo that is used to validate that the generated lead is of quality.


It must have a maximum duration of 30 minutes and the objective will be to qualify the lead and generate the 1-hour demo, more complete and with the client's decision maker in it.


Speak first and set the tone with authority of what you want to do.


You must be firm and direct. Go straight to the point and manage it quickly.


Your prospect will appreciate the speed and professionalism of the treatment if you do it right.


Check here the template that you should make according to your style: https://docs.google.com/document/d/1m-rch0ZbQnXRNl0QimZT7UjMHGkQt03Km7NvUTW3sQk/edit?usp=sharing



How to take notes you take notes

It is important that during the call or videoconference.


It is good that you mention it to the client so that it does not seem that you stop attending to their conversation.


What we recommend is:


  1. Focus on listening. Not in reply. You don't want to look for answers in this meeting. Listen.
  2. When the client talks about a NEED, write it down.
  3. Circle the words or phrases that are repeated. If he says it twice, make two circles.
  4. recapitulates and reformulate questions about those sentences with circles: "So, to see if I have understood correctly, you need to improve control over your employees, is that correct? What do you think you lack? What do you want to control first? Have you already tried something ?
  5. Keep the conversation about these concepts more "circles".


In this way, get the prospect feels heard, understood and will have gained a deep learning of their needs and problems.




the mail Disk to Demo

Following a Discovery sends relevant information about your product to the prospect so that they can share it with their boss or colleagues.



This is our example:

---------------------------- ------------

Hello {{}} contact.firstname,


facing that you can prepare the next meeting with more information I send a series of content that can be helpful to you.


you may any You have already seen it but this is how you have it compiled:


- Approach of our method: https://salesplanet.io/factors-to-create-a-successful-b2b-business/


- Examples of support meetings we have with clients: Two videos so you can see the topics we usually discuss:


https://player.vimeo.com/video/488644582

https://vimeo.com/453450812/cbb4187245


- What some say of our program clients: https://salesplanet.io/cases-of-success-clients/


See you on XX/XX for the demo.


I'm sure you'll love it!!