A checklist for calls whose aim is to understand the customer. It helps you cover the situation, the impact and the decision without turning the call into an interview.
Choose "Save as PDF" in the print dialog. Nothing is sent anywhere and no account is needed.
When to use it
Use it for first discovery calls and for any call where you realise you do not yet know why the customer would buy.
The checklist
Discovery call checklist
Checklist
Before you ask
Ask permission for a few questions and say how long it will take.
State the aim: to understand, not to pitch.
Silence your notifications and have notes open.
Understand the situation
How do they work today?
Who is involved day to day?
What tools or suppliers do they use now?
What have they tried already?
Understand the impact
What is the problem costing in time, money or effort, in their words?
What happens if nothing changes?
Why is it a priority now?
How would they know it was solved?
Understand the decision
Who decides, and who else has a say?
How have they bought something similar before?
What budget or timeline exists?
What could stop the decision?
Wrap up
Sum up what you heard and ask them to correct it.
Agree one next step with a date.
Send the summary within a day.
DIRI AI · diriai.com · Training material, not legal or financial advice.
Replace the [square brackets] with your own facts and adapt the wording to your own voice.
How to use it
Write the customer's exact words next to each answer, not your interpretation.
Move on from a group only when you have heard something concrete, not a general statement.
Use the summary in your next message so the customer sees you listened.
Practise it before you dial
In DIRI AI an AI customer, clearly marked as AI, answers your call and reacts the way a busy person might. Matching scenario: Analytical discovery of business needs. The Free plan costs nothing.