Software Demo Discovery Call Script
Technology | Call script

Use this when: A prospect has booked a demo and you want to learn their real problem first.

Opening
"Thanks for making time, [name]. Before I show anything, could I ask a few questions, so I only show what's relevant?"

Current state
- "What prompted you to look at this now?"
- "How do you handle [problem] today?"
- "What happens if nothing changes?"

Impact
- "Who feels this most on your team?"
- "How do you measure it today?"

Decision
- "Who else needs to be comfortable with this?"
- "Are there any security or procurement steps we should plan for?"

Transition
"Based on that, I'll focus on [two things]. Tell me if I've got that wrong."

Close
"What would you need to see to take the next step? Let's put [next step] on the calendar now."

Before you use this: Only promise features that exist. Label roadmap items clearly as plans, not commitments.

Fill in the items in square brackets and adapt this to your business.
Free template from SAZ: https://playbooks.saz.ca/p/technology-call-script