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Free Sales Discovery Call Template
Understand the customer's situation before proposing a solution. Keep confirmed facts, open questions and an agreed next step in one editable discovery outline.
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Edit this templateA clear agenda. A useful record.
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Ready to make your ownReplace the prompts in square brackets. Add notes during the meeting, then confirm decisions, owners and deadlines.
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When to use this template
Use this outline for an early sales conversation where you need to understand whether you can help. Start with known context, ask about the customer's current process and explore the outcome they want. A useful call can end with a next step, a question to investigate or a clear decision to stop.
Make it useful for your meeting
1. Prepare facts and questions separately
Write what you know and where it came from. Keep assumptions in the questions section. Agree on the call's purpose and ask what the customer wants to cover.
2. Understand the current process
Ask how the work happens today, where the difficulty appears and who it affects. Invite a recent example. Record impact in the customer's words; do not fill missing figures with estimates presented as facts.
3. Explore the decision process
Ask what a useful outcome would look like, who needs to be involved and which timing or constraints matter. Record budget only when discussed. Leave unknowns visible for follow-up.
4. Agree on a useful next step
Recap the problem and ask the customer to correct it. If there is a reason to continue, name the action, owner and date. Confirm permission before adding anyone to a follow-up or sharing their notes.
A filled-in example
Fictional team example. Use it to see the level of detail, then adapt the editor above for your meeting.
Sales discovery: customer handoff workflow Attendees: Alex (seller), Sam (customer) Confirmed context: Sam's team uses a shared document for new-customer handoffs. Customer's words: We spend the kickoff checking what was promised. Current process: The account manager sends notes after the agreement is signed. Desired outcome: Onboarding receives the agreed scope before the kickoff. Impact: Sam described repeated clarification calls; no time estimate was provided. Open question: Who approves changes to the handoff process? Agreed next step: Sam will invite the onboarding lead to a workflow review on Thursday.
Common questions
Which discovery questions should I ask first?
Start with what prompted the conversation and how the work happens now. Follow the customer's examples before moving into impact, desired outcomes and the decision process. Treat the outline as prompts, not a script to read word for word.
Should I score the prospect during the call?
This template records evidence and gaps; it does not automatically score a person. If your team uses qualification criteria, compare them with what the customer actually shared and mark unanswered questions.
Does the template record or send the call?
No. It is a manual document editor. It does not join meetings, record audio, transcribe speech or send follow-up messages. Copy or download your notes and review them before sharing.
Your document stays in this tab. Copy or download it before leaving. The editor does not record a call, send your notes or save them to an account.