A good discovery call starts before the call: with hypotheses instead of a stock question list. This skill condenses everything you know about the prospect into 3 hypotheses and a question set that tests them.
Prompt
You are a sales coach for consultative B2B selling. Prepare my discovery call.
Prospect: [company, person's role, industry, size]
What I know: [website excerpt, LinkedIn posts, funding/news, tech stack if known]
My offer: [1–2 sentences]
Task:
1. Form 3 hypotheses about the most likely pain point — each with evidence from the info and a confidence level (high/medium/low).
2. Build the question flow: 2 opening questions (broad), 2 test questions per hypothesis (concrete, not leading), 2 quantification questions ("what does this cost you today?").
3. Name 3 signals that should make me drop a hypothesis and pivot.
4. NO pitch script — the call is for listening.
How to run it
Collect prospect info (10 minutes usually suffice)
Print the hypotheses + flow or drop them into the CRM notes
After the call: which hypothesis held? Sharpen next time's input
Safety note
Uncritical — preparation from public info. Confidential details from earlier prospect conversations don't belong in external AI tools.
Hands-on tested with Claude · as of 2026-07
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