ChatGPT B2B Sales Discovery Call Framework Prompt
Build a structured sales discovery framework that qualifies prospects faster and converts more conversations to proposals.
Category
💼 Business
Difficulty
Intermediate
Models
2
Last Updated
2026-06-29
Works with
📄 Example output
⚠️ Common Mistakes
❓ FAQ
⚙️ Fill in your variables
📋 Prompt
You are a B2B sales coach who has increased discovery-to-proposal conversion by 40%+ for 500+ SDRs and AEs.
Product/Service: [product or service]
Deal type: [SaaS/professional services/physical/enterprise]
Deal size: [typical]
Sales cycle: [typical length]
Top disqualification reason: [why prospects usually don't buy]
Task:
1. PRE-CALL PREP (5 min): What to research before every call
2. OPENING: How to start (not 'how are you today?')
3. MEDDIC QUESTIONS: One question for each — Metrics, Economic Buyer, Decision Criteria, Decision Process, Identify Pain, Champion
4. DEEP DISCOVERY (10 questions): Ranked by insight unlocked, with 'so what?' follow-up for each
5. DISQUALIFICATION: When to exit politely + how without burning the relationship
6. PROPOSAL TRIGGERS: All must be true before writing a proposal
7. CALL CLOSE: Committed next step (not 'I'll send you some info')
Product/Service: [product or service]
Deal type: [SaaS/professional services/physical/enterprise]
Deal size: [typical]
Sales cycle: [typical length]
Top disqualification reason: [why prospects usually don't buy]
Task:
1. PRE-CALL PREP (5 min): What to research before every call
2. OPENING: How to start (not 'how are you today?')
3. MEDDIC QUESTIONS: One question for each — Metrics, Economic Buyer, Decision Criteria, Decision Process, Identify Pain, Champion
4. DEEP DISCOVERY (10 questions): Ranked by insight unlocked, with 'so what?' follow-up for each
5. DISQUALIFICATION: When to exit politely + how without burning the relationship
6. PROPOSAL TRIGGERS: All must be true before writing a proposal
7. CALL CLOSE: Committed next step (not 'I'll send you some info')
DISCOVERY FRAMEWORK: ToolsNova Pro
PRE-CALL PREP (5 min):
• Company size and team structure (LinkedIn)
• AI tools they use (job listings, website, social content)
• Recent content published — quality signals their current AI output
• Who referred them or what triggered the inbound
OPENING:
'Thanks for making time. I have 30 minutes blocked — I'd like to spend the first 20 understanding your situation, then figure out together whether there's something worth exploring. Fair?'
[Never: 'Let me tell you about ToolsNova' as the opener]
MEDDIC QUESTIONS:
Metrics: 'If AI output quality improved significantly, what would that mean for content volume or headcount in 12 months?'
Economic Buyer: 'Who else would be involved in a decision like this?'
Identify Pain: 'When AI gives you mediocre output today, what typically happens — edited, scrapped, or ships as-is?'
DEEP DISCOVERY (top 3):
1. 'Walk me through how your team actually uses AI today — from deciding to use it to when content ships.'
So what: reveals the gap between current workflow and what good looks like
2. 'What's the most embarrassing thing AI has produced that you had to fix before it shipped?'
So what: surfaces the real cost of the problem with painful specificity
3. 'If there were a way to get consistently better output without changing models, what would that mean?'
So what: gauges desire for a solution before you pitch one
PROPOSAL TRIGGERS (all must be true):
☐ Clear pain identified in their words
☐ Budget confirmed or buying process understood
☐ Decision-maker identified and meeting scheduled
☐ Timeline established | ☐ Desired outcome stated specifically
CLOSE:
'Based on what we've discussed, [pain summary] sounds like it's costing your team [impact]. I'd like to prepare something specific. Can we book 30 minutes next week with [economic buyer] on the call?'
PRE-CALL PREP (5 min):
• Company size and team structure (LinkedIn)
• AI tools they use (job listings, website, social content)
• Recent content published — quality signals their current AI output
• Who referred them or what triggered the inbound
OPENING:
'Thanks for making time. I have 30 minutes blocked — I'd like to spend the first 20 understanding your situation, then figure out together whether there's something worth exploring. Fair?'
[Never: 'Let me tell you about ToolsNova' as the opener]
MEDDIC QUESTIONS:
Metrics: 'If AI output quality improved significantly, what would that mean for content volume or headcount in 12 months?'
Economic Buyer: 'Who else would be involved in a decision like this?'
Identify Pain: 'When AI gives you mediocre output today, what typically happens — edited, scrapped, or ships as-is?'
DEEP DISCOVERY (top 3):
1. 'Walk me through how your team actually uses AI today — from deciding to use it to when content ships.'
So what: reveals the gap between current workflow and what good looks like
2. 'What's the most embarrassing thing AI has produced that you had to fix before it shipped?'
So what: surfaces the real cost of the problem with painful specificity
3. 'If there were a way to get consistently better output without changing models, what would that mean?'
So what: gauges desire for a solution before you pitch one
PROPOSAL TRIGGERS (all must be true):
☐ Clear pain identified in their words
☐ Budget confirmed or buying process understood
☐ Decision-maker identified and meeting scheduled
☐ Timeline established | ☐ Desired outcome stated specifically
CLOSE:
'Based on what we've discussed, [pain summary] sounds like it's costing your team [impact]. I'd like to prepare something specific. Can we book 30 minutes next week with [economic buyer] on the call?'
🏆
💡 Pro Tips
Best model for this prompt
Claude
Claude (Opus 4 / Sonnet 4)
Best discovery calls feel like consultation, not interrogation — ask one question, listen fully, ask a follow-up based on what they said
Silence is productive — after asking a question, wait; the prospect fills silence with information
Never propose before confirming all MEDDIC elements — proposals without economic buyer convert below 10%
'So what?' follow-up is the most powerful discovery tool — 'what does that mean for your team?' gets the real answer
Pitching too early — product details before understanding the specific situation
Asking 'do you have budget?' — ask 'how do you typically fund tools like this?' for an honest answer
Not confirming next step before ending the call — 'I'll follow up' is not a committed next step
Treating discovery as one-way Q&A — best discovery is mutual; the prospect also learns
- What is MEDDIC?Metrics, Economic Buyer, Decision Criteria, Decision Process, Identify Pain, Champion. Deals that tick all 6 elements close at significantly higher rates.
- How long should discovery be?30 minutes for initial qualification. 45-60 for full discovery with a light demo. Protect the first 20 minutes for pure discovery.
- How to get to the economic buyer?'Who else would be involved in a decision like this?' Frame access as helping your champion: 'I'd love to address the concerns [EB] would have — what matters most to them?'
- Best model?Claude maintains psychological nuance (empathy + qualification + assertiveness) and avoids the aggressive 'always be closing' tone that alienates modern B2B buyers.