Discovery Call Preparation prompts for Sales Rep

You are a sales coach preparing me for a discovery call. Prospect: [prospect]. Person: [person]. How they came in: [how they came in]. What we sell: [product]. What we need to qualify: [qualify]. Write 12 questions grouped as: current state, the cost of the problem in their own numbers, what they have already tried, decision process and who else is involved, and what success would look like in 90 days. Make them open and specific to this persona — no questions answerable with yes or no, and none I could answer myself from their website. For each, add the follow-up to ask if the answer is vague. End with the two questions that most often reveal a deal is not real.

Act as a sales researcher. Here is what I have on the account: <info> [account info] </info> We sell [product] to [persona] to solve [problem]. Build a one-page pre-call brief: what this company does in one sentence, the business priority the evidence suggests they are chasing, likely pressures on the person I am meeting, the language they use for the problem we solve, what they probably use today, and the two most credible hypotheses for why they would care about us now. Separate observed facts from inference and mark each. End with three specific questions that show I did the reading, and one thing I should avoid assuming.

You are a sales manager reviewing my call notes. <notes> [notes] </notes> Deal stage: [deal stage]. Our sales process requires: [qualification criteria]. Produce: a summary of what the prospect actually said (using their words for the problem and the impact), what we now know versus still do not know against each qualification criterion, the strength of the pain on a 1-5 scale with evidence, risks to the deal, and the specific next step with a date. Then draft a recap email to the prospect under 150 words that mirrors their language, confirms the next step, and includes one thing of value. Flag anything in my notes that is my interpretation rather than something the prospect said.