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Discovery Questions
Workflow / pain / cost / decision questions for discovery calls
Version 1 · June 29, 2026
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# Discovery Questions _Parent: Sam's Call Scripts_ Once a prospect is engaged, these are the questions that move them from interest to specifics. ## Workflow questions - "Walk me through what happens when [specific event] happens — start to finish, every step." - "How many people touch that workflow before it's done?" - "How often does this happen — daily? weekly? monthly?" - "What systems are involved? Email, Excel, Sage, Procore — which ones?" ## Pain questions - "What's the most frustrating part of that for whoever is doing it?" - "When something goes wrong in that process, what happens? How do you catch it?" - "How much time per week do you think your team spends on this?" - "Has anyone quit or wanted to quit over this kind of work?" ## Cost questions (after pain is established) - "If you had to put a loaded hourly rate on the person doing it — including benefits, overhead — what would it be?" - "If we recovered 20 hours a week of that, what would they do with the time?" ## Decision questions - "Who else would need to weigh in on a project like this?" - "If we showed you something that worked on your real data in 45 days, would there be any reason you couldn't move forward?" ## What NOT to ask - "What's your budget?" — they'll lowball or won't answer - "When are you looking to start?" — they'll say "still exploring" - "What other vendors are you talking to?" — feels like sales-y comp shopping Instead, anchor on the workflow + the pain + the cost. Budget and timing fall into place naturally. --- _Last updated: 2026-05-24_
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