Sales Discovery Call
David Morrison
Practice uncovering customer needs and qualifying leads with a potential enterprise buyer.
Scenario Briefing
Review the scenario details below. You can customize the Background, Issue, and Goal to practice different variations.
David Morrison is VP of Operations at TechFlow Solutions, a mid-sized company with 500 employees. He requested a demo after seeing your product online but hasn't committed to any solution yet.
His company is growing fast and current systems are showing strain. He's exploring options but is protective of his time and skeptical of sales pitches.
Conduct effective discovery by asking open-ended questions to uncover pain points, qualify the opportunity, build rapport, and establish clear next steps for the sales process.
What You'll Be Evaluated On
- Asked open-ended discovery questions
- Listened more than talked (good talk ratio)
- Uncovered specific pain points
- Qualified BANT (Budget, Authority, Need, Timeline)
- Built rapport through genuine curiosity
- Summarized understanding back to prospect
- Avoided pitching before understanding needs
- Established clear, agreed-upon next steps
💡 Pro Tip
Customize the scenario to match your real-world situations. Edit the Background to reflect your company's context, adjust the Issue to match common customer problems you face, and modify the Goal to focus on skills you want to develop.