SDR discovery questions for a first call: ten to ask
An SDR does not run a full discovery call. Learn enough to justify a meeting. Then write a useful note for the account executive (AE). Two to four questions are often enough. Pick from the ten below as a menu.
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Ten questions in five groups
Situation:
- "How do you handle supplier payment approvals today?"
- "Who else is involved in that process?"
Problem: 3. "Where does it slow down?" 4. "What happens when a payment is late?"
Cost: 5. "How often does that happen in a month?" 6. "Who feels it most?"
Timing: 7. "Is this on the list for this quarter?" 8. "What would need to happen first?"
Next step: 9. "Who should join a short call with a specialist?" 10. "Would Thursday morning work?"
How to use them
- Pick one question from the first two groups. Ask it and listen.
- Repeat the answer back in your own words before the next question.
- Stop when you have a problem, a person and a time frame.
If the buyer asks about price or features, say a specialist will cover it. Then book the meeting.
See inside
Write it down
Record the answers in the meeting handoff note. AEs accept meetings faster when the problem and the people involved are already written down. That feeds your meeting to opportunity rate.
Check your own
- Listen to three calls that booked a meeting.
- Count the questions asked and the answers repeated back.
- Check the handoff note matches what the buyer said.
See also the cold call script.
Next step: score the calls with the free SDR call scorecard.
Questions
How many discovery questions should an SDR ask?
Two to four on a first call. Enough to find a problem, a person and a time frame.
Should an SDR qualify the budget?
Ask about timing and who decides. Leave detailed budget talks to the AE.
What if the buyer will not answer?
Offer the meeting anyway if the problem is real. Note the gaps in the handoff.
Also: SDR lead qualification checklist.
Related guides
SDR meeting handoff notes
Seven fields an AE needs before accepting a meeting.
SDR cold call script
Opener, reason, question, three objection replies and a voicemail.
SDR meeting to opportunity rate
The formula, public benchmarks and what to check when it is low.
Turn this into a programme you can run
14 Notion modules and 6 working trackers for SDR leaders. KPI library, comp calculator, cadence builder, interview scorecard, tool scorecard and a 90-day roadmap. £29, one payment, plus VAT for UK and EU buyers.
Treat benchmarks as starting points. Tune them to your market, deal size and sales cycle. Every figure shows its source and year.