Sales Workflows
Popular
Discovery Call Script Template(Free Download)
A structured 30-minute B2B discovery call script — opening, situation, problem, impact, budget and authority, next step — with a question bank for every section.
Template preview
Workflow preview
What's included
A six-section, 30-minute discovery call script with time budgets, primary questions, a 40-question alternate bank, a price-deflection line, and a CRM field mapping for logging answers.
call Sections6
primary Questions14
question Bank Alternates40
objection Deflections3
crm Field Mappings8
Template specs
Difficulty
Beginner
Setup time30 minutes
Best for1–20 reps
IndustryUniversal
Plan required
Free
Updated 2026-08-07
No credit card · Free forever
A minute-by-minute script for the first serious call with a B2B prospect, broken into six sections: opening, situation, problem, impact, budget and authority, and next step. Each section has a time budget, a goal, two or three primary questions, and a question bank of alternates so reps stop running out of things to ask at minute twelve. The script ends the way good discovery calls end — with a specific next step booked on the call, not a vague 'I'll send over some information'.
The Problem This Solves
Most discovery calls are improvised: reps pitch too early, skip budget and authority entirely, and hang up without a booked next step. The result is a pipeline full of deals that were never really qualified, which shows up later as stalled stages and missed forecasts.
Who It's For
Founders doing founder-led sales, new AEs and SDRs, and sales managers standardising discovery across a 2–20 rep team.
Use Cases
- Onboard a new rep with a proven call structure instead of weeks of shadowing
- Standardise qualification so every deal entering the pipeline has budget and authority checked
- Turn founder-led sales intuition into a repeatable script the first sales hire can run
- Audit lost deals by comparing call notes against the six-section structure
- Pair each section with CRM fields so discovery answers are logged, not remembered
How to Use This Template
- 1
Read the full script once, then delete the alternate questions you would never ask
- 2
Replace the bracketed placeholders (product, common problem, price anchor) with your own
- 3
Load the six section headers as a call note template in your CRM so reps see them live
- 4
Roleplay the script twice with a colleague before using it on a real prospect
- 5
After each call, log the answers to the impact and authority questions as CRM fields
- 6
Review call notes weekly and rewrite any question reps consistently skip
Inside the template: sample data
The exact rows that ship with the Discovery Call Script Template download — replace them with your own records after import.
| Section | Time | Goal | Key question |
|---|---|---|---|
| Opening | 0–3 min | Set agenda, get permission to ask questions | "I have six or seven questions, then I'll show you if we can help — fair?" |
| Situation | 3–8 min | Understand how they work today | "Walk me through what happens after a lead comes in right now." |
| Problem | 8–16 min | Surface the specific pain, in their words | "Where does that process break down most often?" |
| Impact | 16–22 min | Quantify what the problem costs | "Roughly how many deals a month slip because of that?" |
| Budget & authority | 22–26 min | Check who decides and what they can spend | "If this solved the problem, who else would need to sign off?" |
| Next step | 26–30 min | Book a specific next meeting on the call | "Let's put 30 minutes on Thursday — I'll show you exactly how this works for your team." |
Results you can expect
Week 1
- Every rep running the same six-section structure on live calls
- Discovery answers logged as CRM fields instead of scattered notes
Month 1
- Next-step booking rate on discovery calls visibly up
- Deals entering the pipeline with budget and authority checked, not assumed
Month 3
- Fewer deals stalling mid-pipeline because qualification happened up front
- Call reviews comparing notes against the script instead of gut feel
Frequently Asked Questions
Ready to use this template?
Deploy Discovery Call Script Template in HelloGrowthCRM with one click. Get started free — no credit card · free forever.
Free forever · No credit card required · Set up in minutes
Related resources
Related Templates
Telecalling Script Pack (Hindi + English)
Ready-to-use telecalling opening, objection-handling, and follow-up scripts in both Hindi and English, organised by call stage.
Inbound Lead Qualification Workflow
End-to-end inbound flow: capture → 0–100 score → BANT → routing → SLA → meeting booking → nurture/recycle, with full automation and field-level steps.
CRM Sales Pipeline Template
A universal 7-stage sales pipeline with weighted forecasting, stage probabilities, and automated deal aging alerts.