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.
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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.
Template specs
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
- Every rep running the same six-section structure on live calls
- Discovery answers logged as CRM fields instead of scattered notes
- Next-step booking rate on discovery calls visibly up
- Deals entering the pipeline with budget and authority checked, not assumed
- Fewer deals stalling mid-pipeline because qualification happened up front
- Call reviews comparing notes against the script instead of gut feel
Frequently Asked Questions
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