Sales Script – Discovery Call
1. Opening & Rapport (2–3 min)
“Hi [Prospect Name], thank you for taking the time today. Before we
dive in, how’s your week going so far?”
(Build quick rapport: mention mutual connection, industry trend, or
company news.)
“The goal today is simple: I’d like to learn more about your current
priorities and challenges, and then share how our solution might
support those. Does that sound good?”
2. Agenda Setting (1 min)
“Here’s how we could structure the conversation:
1. I’ll ask a few questions about your goals and challenges.
2. I’ll share how other clients in your industry are using Salesforce
to solve similar problems.
3. We’ll see if it makes sense to explore next steps together.
Sound okay?”
3. Discovery Questions (5–10 min)
(Agentforce can coach reps to dig deeper based on answers)
“What are your top 2–3 business priorities for this quarter?”
“How are you currently managing [customer data / loyalty /
integrations]?”
“What’s working well today, and where do you see gaps?”
“If you could wave a magic wand, what would the ideal system look
like for your team?”
“What KPIs are most important to you—revenue growth, efficiency, or
customer retention?”
(Agentforce coaching tip: listen for pain points → follow-up with clarifying
questions)
4. Positioning & Value Story (5 min)
“Thank you for sharing that. Based on what I heard, here’s where
Salesforce could help:
o Revenue Growth: personalized campaigns and real-time
insights to boost sales.
o Customer Retention: seamless omnichannel engagement to
keep customers loyal.
o Operational Efficiency: one connected platform instead of
fragmented systems.
For example, [customer case in similar industry] used Salesforce to
[result: +15% revenue, reduced churn by 20%, etc.].”
5. Engagement Check
“How does this compare with what you’re seeing today?”
“Would this type of approach help with the challenges you
mentioned?”
6. Next Steps (2–3 min)
“If this direction makes sense, the next step could be a tailored
demo/workshop with your team where we show exactly how this could
fit your environment. Would that be valuable?”
“I’ll also send you a summary of today’s discussion with a proposed
next step—does next week work for you?”