Discovery Calls: Asking the Right Questions

B1 · Intermediate1 hr 3 minSales & MarketingLesson 2 of 5 · Outline

Aims

Ask open questions and listen actively to understand a customer's needs

The lesson, stage by stage

  1. Warm up5 min

    Warm-up: Ask Better Questions, Talk Less

    3 warm-up questions

  1. Vocabulary8 min

    Vocabulary: Discovery Call Vocabulary

    9 items

  2. Reading10 min

    Reading: Two Calls, Two Results

    Read a 232-word text about Two Calls, Two Results

  3. Framework6 min

    Framework: The Four-Question Funnel

    Situation – Problem – Impact – Need, 4 steps

  4. Practice7 min

    Practice: Closed Question → Open Question

    Matching exercise, 6 items

  5. Practice7 min

    Practice: Fix the Discovery Questions

    Error-correction exercise, 6 items

  6. Dialogue10 min

    Dialogue: Run a Discovery Call

    Role-play: A 20-minute first video call with a new prospect (4 lines)

  7. Discussion10 min

    Discussion: Let's Discuss

    4 discussion questions

Open the full lesson

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Target vocabulary

In a Tuton account these words become your student's vocabulary deck, so they come back in practice between lessons.

discovery callopen questionrequirementbudgetdecision-makerworkflowparaphrasefollow up ontake notes

This plan comes from the Sales English course in the Tuton library. Browse all free lesson plans.