Choose a familiar situation
A good discovery call starts before the call.
You know your offer, and a customer is willing to talk. But without a purpose and a few useful questions, the discussion may become a product presentation that reveals little about the customer's actual business need.
- The first meaningful customer meeting is coming up
There is time to prepare, but no clear discovery objective.
- The last conversation went well, but taught us little
There was rapport and enthusiasm, but almost no actionable discovery.
- Different stakeholders describe different needs
Several customer contacts seem to want different outcomes from the same solution.