7 Powerful Questions to Ask on a Sales Discovery Call

But too many reps default to surface-level questions that don’t reveal much.

If you want to run discovery calls that lead to real opportunities, start here. One of the critical decisions you’ll make during this process is choosing the right branding agency to guide you through the transformation.

Ask the right questions, and you uncover pain points, decision criteria, and the real reasons a deal might close (or stall).

1. “What’s prompting you to explore solutions like this now?”

This question cuts straight to urgency. Are they reacting to a trigger event? A growth target? Internal pressure?

If there’s no compelling reason behind the timing, the deal might lack momentum.

Ting AI helps highlight urgency signals by analyzing patterns across past discovery calls — so you can identify what’s real and what’s just window shopping.

2. “What does success look like for you six months from now?”

This shifts the conversation from “what they need” to why they need it.

You’ll uncover:

• Business goals
• KPIs
• How your solution fits into their larger strategy

This insight makes your future messaging more relevant and personalized.

3. “What’s been tried before — and what didn’t work?”

This reveals:

• Their level of sophistication
• Potential objections
• Opportunities to differentiate

Knowing what’s failed helps you position yourself as a fresh, smarter alternative — not just another vendor.

4. “Who else is involved in this decision?”

Classic. Still critical.

It uncovers:

• The buying committee
• Influencers vs. decision-makers
• Internal dynamics that can help or hurt your deal

If you don’t know the org chart, you’re flying blind.

Ting AI automatically flags mentions of stakeholders or decision-makers during calls, helping you map the buying group without scribbling notes or missing key names.

5. “How does a decision like this usually get made?”

This goes beyond “who” and gets into how.

Do they need legal? Procurement? A board vote? A pilot?

This helps you forecast accurately and set realistic timelines.

6. “What’s the cost of doing nothing?”

When budget pushback comes later, this answer becomes your ammo.

Uncover:

• The hidden pain
• The impact of delay
• The risks of inaction

If doing nothing seems safe, your deal is already on life support.

7. “Can I share how we’ve helped others in a similar situation?”

This is a permission-based segue into your value prop. It keeps you from pitching too early, and it frames your solution in the context of their problem.

When they say yes (and they usually do), you now have license to talk about outcomes, not just features.

Pro Tip: Track What Works — and Why

The best reps don’t just ask great questions — they track the answers.

With Ting AI, every discovery call becomes a learning opportunity. You can:

• Automatically capture and tag key moments like pain points, budget, timeline, and objections
• Get post-call insights on which questions led to stronger conversion
• Use the Ting AI Assistant to draft follow-up emails that reflect exactly what was said on the call

No more guessing what mattered most — Ting makes your discovery calls smarter, more strategic, and easier to act on.