---
title: Discovery Playbook
description: This is a sample discovery call template for sales
---

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# Discovery Playbook

## This is a sample discovery call template for sales

This discovery call playbook is built to ensure that we identify Budget, Authority, Need, and Timeline—the key factors that determine if the prospect is a good fit to work with us.

#### **Introduction**

Hello. How are you today?

The goal of this call is to learn about your business and identify if we're a good fit to work together. If we determine that we're not a good fit, I'll make sure to refer you to someone who may be a better fit. However, if it looks like we're a good fit, does it make sense for us to go over a proposal together?

#### **Ask About Their Business**

Great. Now let's move on to the discovery questions. First, tell me about your business. What industry are you in, and what services or products do you offer?

#### **Why You, Why Now?**

Excellent. Now, what led you to schedule some time with us? Why is addressing this issue a priority for you now instead of later?

#### **Goals ( Need )**

For extra context on your business, what is your goal for the business in the next 6 to 12 months?

Is there a specific problem that is blocking you from reaching your business goals?

#### **Decision Making Process ( Authority )**

Interesting. Now, what boxes need to be checked internally for your team to give an enthusiastic "Yes, we're ready to start!"?

#### **Deadlines ( Timeline )**

Got it. Moving on, do you have a deadline for fixing this problem? How big of a priority is it for your organization?

#### **Budget**

Makes sense, do you have a budget allocated for this project?

Our typical engagement is around ~$X. Does that sound like the investment you had in mind to solve this problem?

#### **Next steps**

Thank you for sharing that. Based on our conversation, it seems like we'd be a good fit at solving your problem. Does it sound like we should move forward to reviewing a proposal together on the next call?

#### **Schedule Next Call on This Call**

Fantastic! I'm glad to hear that. Let's schedule the next call then. When are you free to go over the proposal this week?

Great. I'll send you a calendar invite for that. I look forward to discussing the proposal in more detail. Is there anything else you'd like to cover before we wrap up?

Alright then. Thank you for your time. I'll be in touch with the calendar invite shortly. Have a great day!

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