Discovery calls are the most critical part of the sales process. Done right, they set the foundation for trust, understanding, and long-term partnerships. But when they’re rushed or poorly executed, deals stall—or vanish.

In this blog, we’ll share a 5-step blueprint to run discovery calls that consistently uncover real needs and move deals forward.

1. Start with Context and Set Expectations

Make prospects feel at ease by explaining the purpose of the call.

• Share your goal to understand their challenges and see if there’s a mutual fit.

• Ask if they’d like to add anything to the agenda.

Example:

• “Today’s call is about learning more about your goals and challenges. If it makes sense, we can also explore how we might help. Is there anything specific you’d like to cover?”

💡 Pro Tip: Use Niyora to prep talking points and set clear agendas before the call.

2. Focus on Problem Discovery

Avoid pitching too early. Instead, dig into the prospect’s world and understand their pain points.

• Ask open-ended questions to get them talking.

• Look for gaps in their current approach that you can solve.

Examples:

• “What’s the biggest challenge you’re facing with [specific area] right now?”

• “What would success look like for your team in 6 months?”

💡 Pro Tip: Log insights directly in Niyora to guide future conversations.

3. Quantify Pain Points

Go beyond identifying problems—attach numbers to them.

• Ask questions that uncover the scope and cost of the issue.

• Highlight missed opportunities or inefficiencies.

Examples:

• “How much time does your team spend on [specific process] each week?”

• “What would solving this problem mean for your bottom line?”

💡 Pro Tip: Use Niyora to create data-driven insights and ROI calculations.

4. Tie Pain Points to Solutions

Once you understand their challenges, introduce your solution—but focus on outcomes.

• Relate features to the problems they just shared.

• Use success stories to illustrate impact.

Example:

• “One of our clients was facing [same challenge] and reduced costs by 30% after switching to our platform. Would you like to see how they did it?”

💡 Pro Tip: Leverage Niyora to pull up case studies and proof points during the call.

5. Define Next Steps

End the call with clarity.

• Summarize key takeaways and align on priorities.

• Schedule the next step—whether it’s a demo, follow-up call, or proposal review.

Example:

• “It sounds like streamlining [problem] is a big priority. Let’s set up a demo to dive deeper into how we can help. Does Thursday work for you?”

💡 Pro Tip: Automate follow-ups in Niyora to stay top-of-mind.

Why Niyora Makes Discovery Calls Smarter

Niyora helps sales teams:

• Automate pre-call research to save time.

• Track insights and pain points in real time.

• Deliver personalized follow-ups and recommendations.

With Niyora, you can turn every discovery call into a data-driven, consultative experience.

Conclusion: Discovery calls are about asking the right questions, identifying problems, and showing prospects a clear path forward. By following this 5-step blueprint and using tools like Niyora, you can run calls that build trust and close deals.

Ready to master your discovery calls? Try Niyora today.