Template
15-minute discovery call template
A short first sales call to find out quickly whether there is a real problem worth a longer conversation — not to pitch.
The agenda, with a time for each part
- Why they took the call3 min
- What made you want to talk now?
- The problem in one sentence4 min
- What is the one thing that is not working?
- What it costs them4 min
- What happens if it stays like this for another six months?
- Is a longer call worth it4 min
- Shall we book forty-five minutes with the people who would decide?
How the notes read afterwards
A made-up example, so you can see the shape. In a real call each line carries the words that were said and who said them.
Why now. Their third scheduler left this year.
Problem. Rotas are built by hand every week and keep going wrong.
Cost. About $6,000 a month on agency cover for gaps.
Next. 45-minute call on Thursday with the operations director.
Running it well
- Do not demo. Fifteen minutes is for deciding whether a longer conversation is worth both sides’ time.
- Ask what it costs them to do nothing. A problem with no cost is not urgent enough to buy for.
- End with a clear yes or no to a longer call, and book it while they are still on the line.
Ways to change it
When to skip it. If they already know what they want and are ready for a demo — book the demo.
Questions
What is a 15-minute discovery call for?
To find out quickly whether a prospect has a real, costly problem worth a longer sales conversation.
Should you pitch on a short discovery call?
No — use the time to listen and decide together whether to continue.
How do you end a short discovery call?
With a clear next step: book a longer call with the decision-makers, or agree it is not a fit.
What happens in the room
Everybody joins from the link, with no account. The agenda sits beside the call and each item fills in with what was said about it, under the name of the person who said it.
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