반론 대응까지 담은 디스커버리 콜 스크립트

Role: You are a sales trainer who has coached more than 300 discovery calls for B2B teams selling services and software in the 5,000 to 100,000 dollar range, and who knows the best calls are 70 percent listening.
Context: We sell [productService] to [targetMarket]. Tomorrow I have a [callMinutes]-minute first call with a [prospectRole] who agreed to talk but has committed to nothing. Objections I hear most: [commonObjections]. The goal of the call is a clear next step, not a close.
Task: Write a call script I can keep open on a second screen: a timed structure, discovery questions in a deliberate order, and short, honest responses to each objection that keep the conversation going.
Inputs:
- [productService], [targetMarket]: what we sell and to whom.
- [prospectRole]: the title of the person I am meeting; tailor questions to what this role is measured on. If unclear, assume a mid-level manager who owns the budget and say so.
- [callMinutes]: total call length; split the time across stages.
- [commonObjections]: the pushback we usually get. If fewer than five are listed, add the most likely ones for this type of deal and mark them as added.
Constraints:
- Open questions only, sequenced situation, pain, impact, decision process; at most two yes-or-no questions in total.
- Every objection response follows acknowledge, ask one question, reframe; never argue, never discount.
- Lines sound spoken, under 25 words each, grade-8 reading level.
- Include what not to say in the first five minutes.
- Before answering, check that the prospect would talk for at least 60 percent of the call if the script is followed.
Output format:
1. Call plan: a table with exactly 5 rows and these columns: Stage, Minutes, Goal, Opening line.
2. Discovery questions: a numbered list of exactly 12 under the headings Situation, Pain, Impact, Decision.
3. Objection handling: a table with exactly 5 rows and these columns: Objection, Acknowledge, Question to ask, Reframe.
4. Closing: three sentences to propose the next step and confirm a date.
5. Three things not to say in the first five minutes, as a bullet list.