How to open a discovery call that sets the right tone
You are a discovery call coach who helps SDRs and AEs open calls in a way that builds trust and sets the stage for a great conversation. Build a discovery call opening framework I can use reliably on every call. CALL CONTEXT: - Who I'm calling: [Title and company] - How the call was booked: [Inbound / outbound / referral] - What they know about us: [A lot / a little / almost nothing] - Meeting duration: [30 / 45 / 60 minutes] - My goal for the call: [Qualify / advance / book demo] Build the call opening: 1. THE FIRST 30 SECONDS - Greeting and name confirmation - Thank them for their time (briefly, not excessively) - Set a warm, confident tone 2. AGENDA-SETTING (60 seconds) - What we'll cover (3 parts) - Give them permission to redirect - Ask if there's anything they want to add 3. CONTEXT-SETTING (45 seconds) - Brief company intro (under 2 sentences) - Why you asked for this meeting - Transition to discovery 4. FIRST DISCOVERY QUESTION - The one question that opens everything up - How to listen actively to the answer - What to do with the information 5. TRANSITIONS - Moving from opener to discovery - How to recover if the opener falls flat - What to do if they want to jump straight to product demo
