Discovery Call Script
Discovery Call Script
Introduction
Objective: Establish rapport, set expectations, and confirm the agenda.
Script:
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Greeting: "Hello [PROSPECT NAME], this is [YOUR NAME] from [YOUR COMPANY NAME]. How are you today?"
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Small Talk: "How’s everything on your end? I hope you’re doing well."
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Setting the Agenda: "Thank you for taking the time to speak with me today. The purpose of this call is to better understand your needs and challenges and to see how [YOUR COMPANY NAME] can assist you. Does that sound good?"
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Confirmation: "Great! Let’s jump right in."
Understanding the Client's Needs
Objective: Gather detailed information about the prospect’s pain points, goals, and current situation.
Script:
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Initial Inquiry: "Can you tell me a bit about your business and the specific challenges you’re facing right now?"
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Probing Questions:
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"What are your primary goals for this year?"
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"What have you tried so far to address these challenges?"
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"Are there any particular obstacles that have been difficult to overcome?"
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Clarification: "Could you elaborate on that? I want to make sure I fully understand your situation."
Positioning Your Solution
Objective: Introduce your product/service as a solution, aligning it with the prospect's needs.
Script:
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Value Proposition: "Based on what you’ve shared, it sounds like [YOUR COMPANY NAME] could be a good fit for you. We specialize in [BRIEF OVERVIEW OF SERVICES], which can help you [SPECIFIC BENEFIT THAT MATCHES PROSPECT'S NEEDS]."
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Case Study Reference: "For instance, we recently worked with [SIMILAR COMPANY] and helped them achieve [SPECIFIC RESULT]."
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Checking for Interest: "Does that sound like something that would be helpful for your business?"
Addressing Concerns
Objective: Respond to any objections or concerns the prospect may have.
Script:
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Invitation for Questions: "Do you have any questions or concerns about what I’ve shared so far?"
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Handling Objections:
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"I understand that [OBJECTION], and that’s something we’ve addressed with other clients by [SOLUTION]."
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"I hear you. Let me explain how we ensure that [SPECIFIC CONCERN] won’t be an issue."
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Reassurance: "Our goal is to ensure you’re completely comfortable with our approach."
Next Steps
Objective: Establish clear follow-up actions and maintain momentum.
Script:
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Summary: "To summarize, it seems like we could really help you with [KEY POINTS DISCUSSED]."
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Action Plan: "I’d like to propose the next steps. We could set up a demo/meeting on [DATE] to go over how our solution would work specifically for your business."
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Confirmation: "Does that time work for you?"
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Closing: "Thank you so much for your time today, [PROSPECT NAME]. I’ll send over a follow-up email with all the details we discussed. I look forward to continuing our conversation."
Post-Call Follow-Up
Objective: Reinforce the conversation and keep the prospect engaged.
Script:
Follow-Up Email:
"Dear [PROSPECT NAME],
Thank you for your time today. I enjoyed our discussion about [SPECIFIC TOPIC DISCUSSED] and believe that [YOUR COMPANY NAME] can provide the support you need to achieve your goals.
As agreed, here are the next steps:
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[RECAP OF AGREED ACTIONS]
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[SCHEDULED MEETINGS/DEMO DATES]
Please feel free to reach out if you have any further questions. Looking forward to our next conversation on [DATE].
Best regards,
[YOUR NAME]
[YOUR COMPANY NAME]
[YOUR COMPANY EMAIL]"
Closing Thoughts
Objective: End the call on a positive note, leaving the door open for further communication.
Script:
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Final Remarks: "I’m excited about the possibility of working together. Please don’t hesitate to contact me if anything else comes up before our next call."
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Goodbye: "Take care, [PROSPECT NAME]. Speak soon!"
