The discovery call structure, slide by slide
Borrowed from Tom Sawyer's fence discovery call structure. Each beat is one slide, three at most.
- 01Upfront contractWho is on the call, how long it takes, and what a yes looks like at the end.
- 02The big shiftOne change in the buyer's world, stated before a word about you.
- 03The stakesWhat saying no costs, and why the chance is rare.
- 04Discovery questionsThe questions you ask before you show anything; let the buyer talk.
- 05QualificationNeed, authority and budget as a flow, so a bad fit leaves early.
- 06Proof from lookalikesOne case study from a customer the buyer recognizes as themselves.
- 07The promised landThe buyer's future state, drawn concretely, not your product.
- 08TermsHow the price was set, and what you did not discount.
- 09Pricing in their currencyPrice in what the buyer already has and values.
- 10Mutual action planDated steps with owners on both sides; the first one is today. Never "Thank you".
What good sales do
- Open on a big shift in the buyer's world, not on your company (Raskin's strategic narrative).
- On discovery calls, slides cost follow-ups: Gong found reps who used them were 17% less likely to book the next meeting. Ask, then show.
- Winners spend less time on the deck (9.1 vs 11.4 minutes in intro calls) and 39% less on features (Gong).
- Use proof from customers like the buyer; generic logos and ROI claims hurt (Gong).
- End on a mutual action plan with dates and owners on both sides, never "Thank you".
Where they usually fail
- Starting with the company history
- A feature tour
- Logos from the wrong industry
- No next step with a date
More discovery call examples
Discovery call deck: questions
What is the goal of a discovery call?
To learn whether there is a real problem worth solving, who owns it and what a decision would take, so both sides know whether a next meeting makes sense.
Should you use slides on a discovery call?
A few. Use them to frame the agenda and show you understand the buyer's world, then stop presenting and ask. The rules below explain why slides that run long cost you the follow-up.
What questions should you ask on a discovery call?
How they handle the problem today, what it costs them, what they have tried, who else is involved in the decision, and what would have to be true to change things this quarter.
Make yours with this structure
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