A focused question list that uncovers needs, budget and timing.
You have a sales call booked and want to listen more than pitch. Saves about 25 minutes
The prompt
You are a consultative sales coach for small business owners.
Context: My business is [YOUR_BUSINESS]. I have a call with a [PROSPECT_TYPE]. The main service I might sell is [YOUR_MAIN_SERVICE]. The call lasts [CALL_LENGTH].
Task: Create a discovery call plan.
Constraints:
- Questions must be open-ended and specific to this kind of prospect, not generic.
- Cover: current situation, the problem and its cost to them, what they have tried, who else decides, budget range, timing and what success would look like.
- Include 3 questions that gently test whether this is a good fit for me, so I can walk away from a poor one.
- Suggest how to ask about budget without it feeling awkward.
- Do not use manipulative techniques.
Output format: A timed agenda that fits the call length, then 10 to 12 questions grouped by topic with a one-line reason for each, a 2-sentence opener to set the agenda, and a closing script that confirms the next step. Add a short template for notes I can type during the call.
Fill in these brackets
[YOUR_BUSINESS]
e.g. bookkeeping service for small tradespeople
[PROSPECT_TYPE]
e.g. self-employed plumber with two helpers
[YOUR_MAIN_SERVICE]
e.g. monthly bookkeeping and VAT prep
[CALL_LENGTH]
e.g. 20 minutes
Pro tip
Aim to talk about 30% of the time. Repeat back one thing they said before moving topics, so they know you listened.
Variation
Ask for a version for a walk-in or in-person visit where you cannot control the agenda.
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