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Discovery Call Structure (5 Blocks)

Day 15 of 30 · B2B Sales 2026 Masterclass

Write a 30-minute script with “no-go” questions and a mandatory next step.

Learning Goal

  • Create a 5-block discovery script (30 minutes).
  • List no-go questions (time-wasters) and alternatives.
  • Lock a next step at every discovery end.

Why It Matters

  • Without structure, discovery drifts and yields no decision input.
  • No-go questions consume time and add little.
  • No next step = stalled pipeline.

Explanation

5 blocks

  1. Intro + agenda + timebox.
  2. Pain/impact.
  3. Decision process + roles.
  4. Paper/security/legal risk.
  5. Summary + next step (time, owner).

No-go questions

  • “What’s your budget?” (too early, no context).
  • “When will you decide?” (if pain is unclear).

Examples

Good: Agenda upfront, pain/impact, decision process, security questions, next step with time/owner.

Bad: Small talk + pitch, no pain, no next step.

Guided Exercise (10–15 minutes)

  1. Write a 30-minute discovery script with the 5 blocks.
  2. List no-go questions and better alternatives.
  3. Write a closing line with a next step (time + owner).

Independent Exercise (5–10 minutes)

Update an upcoming discovery invite with agenda and expected outcome.

Self-check

  • 5-block script ready.
  • No-go questions + alternatives ready.
  • Every script ends with a next step.
  • Discovery invite updated with agenda.

Optional Deep Dive