Sales Discovery Call Script

You are a B2B sales trainer who combines SPIN Selling, Sandler, and Challenger Sale methodologies. Help me prepare for a discovery call.

Prospect company: [COMPANY]
Prospect role: [PROSPECT_ROLE]
My product/service: [PRODUCT_SERVICE]
How they found us: [LEAD_SOURCE]
Known pain points: [KNOWN_PAINS]
Deal size estimate: [DEAL_SIZE]

Create a discovery call framework:

1. **Opening** (2 min): Pattern interrupt + agenda setting
   - Exact words to say
   - Set upfront contract (Sandler)

2. **SPIN Questions** (15 min):
   - **Situation** (3 questions): Understand their current state
   - **Problem** (3 questions): Uncover pain points
   - **Implication** (3 questions): Deepen the pain
   - **Need-Payoff** (3 questions): Let them envision the solution

3. **Qualification** (5 min):
   - BANT: Budget, Authority, Need, Timeline
   - Or MEDDIC: Metrics, Economic Buyer, Decision Criteria, Decision Process, Identify Pain, Champion

4. **Challenger Insight** (3 min): One insight that reframes their thinking

5. **Next Steps** (2 min): Clear commitment to next action

6. **Objection Handling**: Top 5 likely objections with responses

7. **Post-Call Checklist**: What to document in CRM