Sales Script Creation
Writing a Sales Script for Discovery Calls
This prompt helps sales teams create a discovery call script designed to uncover customer pain points, build rapport, and position your software as a solution. It focuses on asking open-ended questions, listening actively, and steering the conversation toward the next step.
Responsible:
Sales
Accountable, Informed or Consulted:
Sales, Marketing, Customer Success
THE PREP
Creating effective prompts involves tailoring them with detailed, relevant information and uploading documents that provide the best context. Prompts act as a framework to guide the response, but specificity and customization ensure the most accurate and helpful results. Use these prep tips to get the most out of this prompt:
Research the target audience’s pain points and priorities.
Prepare examples of customer success stories that align with the prospect’s industry.
Identify key product features or benefits to reference during the call.
THE PROMPT
Help develop a sales script for discovery calls to understand the needs and challenges of [specific audience, such as small business owners or enterprise IT teams]. Focus on:
Introduction: Starting with a warm and professional greeting, such as, ‘Hi [Name], thanks for taking the time to chat. I’m [Your Name] from [Company], and I’d love to learn more about how you’re managing [specific task or process].’
Exploratory Questions: Including open-ended questions to uncover pain points, like, ‘What’s working well with your current setup?’ and ‘Are there areas where you feel things could be more efficient?’
Value Alignment: Sharing insights into how your product addresses similar challenges, such as, ‘We’ve helped companies like [Customer X] reduce [specific pain point] by [specific percentage or outcome]. Does that sound like something you’d benefit from?’
Listening and Adapting: Including space to acknowledge their responses and pivot based on their unique needs, like, ‘That’s great to hear—how does [specific challenge] affect your team’s day-to-day operations?’
Call-to-Action: Ending with a next step, such as scheduling a demo or sharing a tailored proposal, like, ‘Would it make sense to schedule a follow-up to dive deeper into how we can support your goals?’
Provide an example script with customizable sections to fit different industries and challenges. If additional details about the audience’s workflows or common issues are needed, ask clarifying questions to refine the script.
Bonus Add-On Prompts
Propose strategies for handling common objections or hesitations during discovery calls.
Suggest methods for summarizing key insights from the call to build a stronger follow-up strategy.
Highlight techniques for adapting the script to accommodate varying call lengths or prospect engagement levels.
Use AI responsibly by verifying its outputs, as it may occasionally generate inaccurate or incomplete information. Treat AI as a tool to support your decision-making, ensuring human oversight and professional judgment for critical or sensitive use cases.
SUGGESTIONS TO IMPROVE
Tailor the script for different stages of the sales funnel, such as pre-qualified leads versus new prospects.
Include recommendations for incorporating relevant data or benchmarks into the conversation.
Propose ways to use storytelling to make the conversation more relatable and engaging.
Highlight tools for recording and analyzing discovery calls, like Gong or Chorus.ai.
Add tips for managing follow-ups effectively, such as scheduling the next meeting during the call.
WHEN TO USE
During initial conversations with prospects to understand their needs and challenges.
To qualify leads and build rapport before presenting tailored solutions.
When refining discovery call processes to improve engagement and conversion rates.
WHEN NOT TO USE
If the lead is already well-qualified and ready for a demo or pricing discussion.
When targeting prospects who have minimal time for exploratory conversations.