Why do discovery calls go wrong?
- The rep accepts the first answer ("we want to save time") and starts pitching.
- The rep talks more than the buyer, so the buyer never gets to the real problem.
- Nobody asks what happens if nothing changes, so there is no urgency.
- The call ends without an agreed next step.
How does a discovery call AI assistant help?
A nudge to ask a follow-up when an answer is vague, and a line to say when they ask about price too early
How do I go deeper on discovery?
Go one level deeper on every important answer. These are the kinds of lines Koachly suggests when an answer is vague:
| The buyer says | Example tip on your screen |
|---|---|
| "We just want to be more efficient." | "What does that cost you today, in time or money?" |
| "It's a priority this year." | "What happens if it slips to next year?" |
| "I'd have to check with my team." | "Who else would weigh in, and what will they care about?" |
| "What does it cost?" (in minute 3) | "I'll cover it. First, can I check what you'd need it to do?" |
For a full question bank, see 50 discovery questions that uncover buying intent and the B2B discovery call framework.
What should a good discovery call cover?
- Open with an agenda both sides agree to (an upfront contract).
- Ask about their situation, then the problem, then what it costs them.
- Ask what happens if nothing changes, and by when it matters.
- Find out who else decides and how they decide.
- Sum up in their words and book the next step before you hang up.
Which plan includes discovery call coaching?
Live coaching is on Pro ($49 per user a month, 10 hours) and Business ($99, 25 hours per user, shared). Free includes one 30-minute live call and Practice with an AI buyer, with no card.
Call prep is on Pro and up. Free includes 5 calls a month with basic scores.
Questions people ask
Does Koachly tell me what to ask during discovery?
Yes. When an answer is vague or the call drifts, a short tip suggests a follow-up question you can say as written. You can also press What should I say? at any time.
How is discovery scored?
The Call score rates five skills from 0 to 100. Questions covers how well you learned what the buyer needs, and Empathy covers how well you listened. You also get 3 fixes tied to moments in the call.
Will tips interrupt my flow?
Tips are one short line, or a 2 to 4 word cue if you pick Short nudges. They appear only when something happens, like a vague answer or early price question.
Still stuck? Write to the Koachly team. A real person reads every message.