AEs and founders running first calls
Discovery Call Script: 10 SPIN Questions That Diagnose
Ten questions in SPIN order — situation to need-payoff — that turn a pitch meeting into a diagnosis.
SITUATION: "Walk me through how [process] works today?" / "Who is involved when [problem] appears?" PROBLEM: "Where do deals actually die?" / "What have you tried?" / "What does that cost monthly?" IMPLICATION: "If nothing changes this quarter, what happens to [committed number]?" / "What breaks first?" NEED-PAYOFF: "If [top 2 objections] went cleanly, what is that worth?" / "What would make a pilot a no-brainer?"
How to deliver it
- Ask, then write down their exact words. Quote them in the proposal.
- One implication question that lands beats ten situation questions.
- End with a locked next step and date, never a vague follow-up.
Frequently asked questions
How many questions per call?
Ten to fifteen good ones. Thirty checklist questions interrogate; ten sharp ones diagnose.
What if they will not answer?
Trade first: share what you see at similar teams, then ask. Reciprocity opens closed rooms.
Should I demo on the first call?
No screen share for the first 15 minutes. Questions first, demo second.
Related scripts
Scripts are the start. Reps are the skill.
Run this script against an AI buyer who interrupts, objects, and scores you. Free.