Discovery Call Question Pack
12 discovery questions sorted into Open / Pain / Impact / Decision tiers.
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What you get
Get 12 discovery call questions in a structured format, organised into Open, Pain, Impact, and Decision tiers, to help you surface budget, urgency, and decision-makers.
Who it's for
- Sales team leaders
- Business development managers
- Account managers
- Sales consultants
- Growth hackers
Use cases
- Preparing for a sales meeting with a new prospect
- Qualifying leads and identifying potential customers
- Conducting research to inform a sales strategy
- Developing a personalised sales approach for a key client
- Refining a sales pitch to better resonate with the target audience
FAQ
what are discovery call questions
Discovery call questions are open-ended questions that help you understand a prospect's needs, pain points, and decision-making process. The Discovery Call Question Pack provides 12 such questions, structured into four tiers, to facilitate meaningful conversations.
how many questions are in the discovery call question pack
The Discovery Call Question Pack contains 12 questions, divided into four sections of three questions each, covering Open, Pain, Impact, and Decision tiers.
what format do the discovery call questions come in
The discovery call questions are provided in a structured format, with each section featuring three questions and a 'watch for' cue to help you identify key signals during the conversation.
can i use the discovery call questions for any sales situation
The Discovery Call Question Pack is designed to be versatile, but it's best suited for sales situations where you need to understand a prospect's needs, pain points, and decision-making process, such as during a discovery call or sales meeting.
Sample output
I confirm that I will provide 12 open-ended questions, divided into 4 sections, each with a "watch for" cue at the end. Here are the questions: **Open** 1. Can you describe your current process for handling supplier invoices, from receipt to payment? 2. How does your finance team currently manage and track invoices, and what tools do they use? 3. What are the most time-consuming or labor-intensive aspects of your accounts payable process, and why? Watch for: manual touchpoints, inefficiencies, or pain points in the current process. **Pain** 1. What challenges does your finance team face when dealing with supplier invoices, and how do these challenges impact your operations? 2. How do errors, delays, or lost invoices affect your relationships with suppliers, and what are the consequences? 3. What are the biggest headaches or frustrations you experience with your current accounts payable process, and why? Watch for: specific pain points, emotional language, or descriptions of negative consequences. **Impact** 1. How does the current state of your accounts payable process impact your ability to make strategic financial decisions, and what opportunities are being missed? 2. What benefits do you think your organization could realize by streamlining or automating its accounts payable process, and how would this impact the business? 3. How does the efficiency of your accounts payable process influence your team's morale, productivity, or job satisfaction, and what changes would you like to see? Watch for: descriptions of potential benefits, missed opportunities, or desired outcomes. **Decision** 1. What initiatives or projects are currently competing for budget and resources within your finance team, and how do you prioritize these investments? 2. Who else would be involved in the decision to implement a new accounts payable automation solution, and what are their concerns or priorities? 3. What criteria would you use to evaluate the success of an AP automation project, and what metrics or outcomes would you track? Watch for: budget constraints, stakeholder concerns, or evaluation criteria that could influence the purchasing decision.
Last updated: 2026-06-28