Imagine entering every sales discovery call with a clear plan, personalized insights, and questions tailored to uncover exactly what your prospect needs. In sales, the discovery call is where opportunities take shape, making it a critical moment for building trust and understanding. Yet, prepping for these calls often takes hours of research and planning—and sometimes still falls short. That’s where ChatGPT can make a difference.

Using ChatGPT for sales discovery calls effectively can transform your approach, helping you create a structured, engaging, and insightful conversation. With the right prompts, this AI tool can streamline your prep time, offer fresh perspectives, and even help refine your questions in real time.

Teams are already seeing the benefits of using AI like ChatGPT in sales. According to Allego’s AI in Enablement Research Report, a significant 64% of leaders report noticeable improvements in sales rep effectiveness after implementing AI. Additionally, 58% of organizations have seen an increase in revenue, and 57% have experienced larger deal sizes since incorporating AI into their sales strategies.

Ready to join those sales teams in using ChatGPT to increase your sales performance? Continue reading to learn how you can prompt ChatGPT to be your digital ally on every discovery call, maximizing your impact while minimizing prep work. You’ll learn why you should use ChatGPT for sales discovery calls, specific ChatGPT prompts for discovery calls, and mistakes to avoid.

Get ready to prompt your way to smarter, more successful sales discovery calls.

Why Use ChatGPT for Sales Discovery Calls?

Sales discovery calls are where connections begin, and insights emerge. But let’s face it—preparing for each call can feel like a marathon. Researching a prospect, crafting discovery call questions, and anticipating objections take time. And even the best-prepared sales reps can still miss key details. This is where ChatGPT for sales discovery calls steps in, offering sales professionals a fast, reliable way to streamline discovery call prep and even add a new layer of depth to their conversations.

One of the primary advantages of ChatGPT is its speed. What might take you an hour to research, ChatGPT can handle in minutes, delivering a concise industry overview, competitive insights, or even a list of thought-provoking questions. This efficiency is a game-changer, freeing up time so you can focus on strategy rather than sifting through endless resources.

Using ChatGPT for sales discovery calls can also help you sound more informed and confident. With the right prompts, the AI can simulate a prospect’s perspective, helping you anticipate questions or objections they might raise. The tool can even suggest tailored responses, equipping you with options to keep the conversation flowing smoothly and address concerns on the spot.

The true power of ChatGPT for sales discovery calls lies in its ability to bring personalization to every interaction. By prompting it with specific details about your prospect’s role, industry, or company, you can generate highly relevant questions that get to the heart of your prospect’s challenges and goals. This depth of personalization not only makes you stand out but also fosters stronger connections with prospects.

In a fast-moving world, ChatGPT keeps you agile. You can adjust your approach in real time, ask for follow-up questions

based on prospect responses, or generate post-call summaries that capture essential details. The result? A more efficient process that lets you focus less on the logistics of call prep and more on creating meaningful conversations that lead to valuable relationships, as well as more meetings and deals closed.

Now that you know how ChatGPT can enhance your sales discovery calls, let’s look at the preparation phase and how to use specific prompts for each stage.

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Pre-Call Prep: Key ChatGPT Prompts for Sales Discovery Calls

Preparation is everything in sales discovery calls. When you go in ready, you’re positioned to listen, respond, and connect. ChatGPT for sales discovery calls can be your secret weapon in this prep stage, helping you research, generate key questions, and even anticipate potential objections.

Start by using ChatGPT for quick, targeted research on your prospect’s industry and role. A simple prompt like, “Provide an overview of current trends and challenges in [Industry]” can give you a snapshot of the issues your prospect might be facing. Going further, you might ask, “What are common pain points for [Job Title] in [Industry]?” The responses help you shape questions that are both relevant and insightful, making it clear you understand their world.

Building your discovery call question list is easy with the right prompts. You can ask ChatGPT to “Generate questions to uncover challenges and goals for a [Job Title] at a [Company Type].” Or try prompting it to give you questions that encourage self-reflection, such as, “What would be the ideal solution to [specific problem]?” By using prompts like these, you’re preparing a mix of open-ended questions that invite your prospect to share their true needs and concerns, laying the foundation for a productive conversation.

To be fully prepared, consider using ChatGPT to anticipate objections. If you know common objections prospects might have—about price, timing, or resources—ask ChatGPT for responses that address these directly. For example, “What are effective ways to address objections about budget limitations?” gives you thoughtful angles to use when tough questions arise. This way, you’re ready to respond with confidence, no matter what comes up.

Finally, leverage ChatGPT to gain insights on your competitors. With prompts like, “Summarize key competitors in [Industry] and their unique selling points,” you can identify what sets you apart and where your solution shines. This allows you to approach the call with a well-rounded perspective and, more importantly, positions you to showcase your solution’s unique advantages.

With ChatGPT for sales discovery calls, pre-call preparation becomes faster, sharper, and more insightful, allowing you to walk into every discovery call fully prepared to make an impact.

ChatGPT Prompts for Sales Discovery Call Structure and Flow

A successful sales discovery call isn’t just about asking questions—it’s about creating a conversation that feels natural and engaging. ChatGPT can help you establish a structure and flow that keeps prospects engaged while gathering valuable insights along the way.

Start by using ChatGPT to set up the discovery call’s structure. A clear agenda helps prospects know what to expect, so consider a prompt like, “How should I structure a discovery call to cover introductions, challenges, and potential solutions?” This can give you a basic outline to keep the conversation on track. You can even ask ChatGPT for guidance on setting the tone, with a prompt such as, “Suggest ways to open a call that build rapport with a [Job Title] in [Industry].” The AI might suggest icebreakers or initial questions that feel conversational yet purposeful.

Transitions between questions are where a sales discovery call can feel natural or, conversely, stilted. ChatGPT can help you here, too. Use prompts like, “What’s a smooth way to transition from discussing challenges to potential solutions?” This can provide phrasing that keeps the call flowing, allowing you to move from one topic to another seamlessly. Smooth transitions show prospects you’re actively listening and build a sense of partnership.

Crafting discovery questions that build on each other is essential for keeping the conversation engaging. ChatGPT can help you prepare follow-up prompts that dig deeper based on initial responses. Try asking, “What follow-up questions should I ask if a prospect mentions budget concerns?” or “Suggest a follow-up if a prospect shares frustration with their current provider.” These prompts equip you with relevant, ready-to-go responses that demonstrate you’re paying attention and eager to learn more.

You should also consider asking ChatGPT for guidance on closing the call in a way that leaves the door open. You could prompt it with, “How can I end a discovery call while setting up next steps?” or “Suggest a closing statement that encourages further conversation.” This helps you wrap up the call smoothly, giving the prospect a clear idea of what’s next without any pressure.

With the right ChatGPT prompts, you can create a sales discovery call structure that feels seamless and engaging from start to finish, building trust and opening the door for a productive partnership.

ChatGPT for Enhanced Listening and Note-Taking During Discovery Calls

On a discovery call, truly listening to your prospect can be your secret weapon. When you’re tuned in, you pick up on the nuances—those subtle hints about a prospect’s real needs and concerns. Some sales enablement platforms have AI built in, allowing you to record and analyze the conversation. When you don’t have to write notes during the call, you can focus entirely on what the prospect says.

If your sales enablement platform does not have that capability, ChatGPT can help you sharpen this skill by giving you strategies for capturing essential information during the discovery call without missing a beat.

Start by asking ChatGPT for note-taking tips that prioritize clarity and relevance. A prompt like, “What’s the best way to take quick, meaningful notes during a discovery call?” can offer guidance on how to distill the conversation into actionable insights. The tool may suggest shorthand methods or specific symbols to identify pain points, goals, or objections at a glance.

Listening well means knowing what cues to listen for. ChatGPT can help here, too. Try asking, “What key details should I listen for when discussing a prospect’s challenges in [Industry]?” This way, you’re prepared to recognize and note the information that matters most, from specific pain points to recurring frustrations or aspirational goals. Listening with these focal points in mind makes your note-taking more purposeful, giving you high-impact insights to refer to after the call.

ChatGPT can also guide you on how to respond thoughtfully while keeping track of important details. Use a prompt like, “How can I acknowledge a prospect’s response while taking notes simultaneously?” This can give you tips on active listening techniques, such as paraphrasing key points before jotting them down or using verbal cues to show engagement.

You can even ask ChatGPT to help you prepare a note-taking template tailored to sales discovery calls. A prompt like, “Create a call note template for tracking goals, pain points, and next steps” can help you organize your thoughts in real time without losing focus on the conversation. This structured approach ensures you capture all the details that matter while staying fully present with your prospect.

With ChatGPT’s assistance, you can develop listening and note-taking skills that make each sales discovery call sharper, more insightful, and ultimately, more successful.

Post-Call Action: ChatGPT Prompts for Discovery Call Follow-Ups

After a productive sales discovery call, the real work begins. Following up thoughtfully and setting clear next steps are essential to keep the conversation moving forward. ChatGPT can streamline this process, helping you craft follow-ups that reinforce your insights and demonstrate value to the prospect.

Start by using ChatGPT to summarize the discovery call. If you can record the call, you can upload the mp4 file to ChatGPT and ask the AI tool to summarize the key points.

If call recording is not an option, you can enter your meeting notes into ChatGPT and ask the AI to analyze them. A simple prompt like, “Summarize key points from my discovery call notes” can turn your notes into a clear, concise recap.

Using AI to analyze the call and give you a summary not only saves time but also ensures you capture the most critical details—the pain points, goals, and any potential objections that surfaced. Sharing the call summary with your prospect as a follow-up reinforces your attentiveness and shows them you’re genuinely invested in understanding their needs.

For your follow-up email, ChatGPT can help you create a personalized message. Prompt it with, “Write a follow-up email for a discovery call with a prospect in [Industry], including a summary of their needs and suggested next steps.” With this, you’ll receive a draft that reflects the conversation plus emphasizes how you can help address their challenges. Personalization is key here. Tailoring the email to your prospect’s unique situation can make all the difference in nurturing their interest.

You can also prompt ChatGPT for suggestions on specific resources or insights to share in the follow-up. Try asking, “What resources could be helpful for a prospect facing [specific challenge] in [Industry]?” Whether it’s a case study, a blog post, or a product demo, including relevant content in your follow-up email shows the prospect you understand their needs and are already thinking about ways to help.

Also consider using ChatGPT to brainstorm next-step recommendations. A prompt like, “Suggest next steps to move forward after a discovery call about [Topic]” can give you ideas for meaningful actions, such as scheduling a deeper product demo, coordinating a meeting with decision-makers, or setting up a follow-up call to discuss further. This helps ensure that your communication remains proactive and purposeful.

By leveraging ChatGPT for post-call actions, you save time and you create a structured, professional follow-up process that builds momentum and keeps prospects engaged in the journey forward.

Common Mistakes When Using ChatGPT for Discovery Calls

Prompting ChatGPT is powerful, but there’s a bit of an art to it. While the right prompts can make your sales discovery call prep seamless, the wrong ones can leave you with answers that are too vague or even unhelpful. Below are some common prompting mistakes and how you can avoid them to get the most out of ChatGPT.

• Being too vague: Avoid broad prompts like “What should I know about my prospect?” Broad prompts will give you broad answers that don’t cut it for real preparation.
  Do this instead: Make your prompts specific and actionable, e.g., “What are common pain points for a [Job Title] in [Industry]?” or “What objections might a prospect in [Industry] raise about pricing?”
• Overloading with details: Don’t cram too many specifics into one prompt, as it can lead to cluttered responses.
  Do this instead: Break complex prompts into smaller, focused ones. For example, ask “What challenges might a VP in a SaaS company face?” instead of combining multiple focus areas into a single prompt.
• Using closed-ended prompts: Avoid prompts that lead to yes or no answers, such as “Should I ask about budget?”
  Do this instead: Use open-ended prompts, such as “What are good ways to discuss budget in a discovery call?” to get more actionable advice.
• Neglecting to test and iterate: If a prompt doesn’t yield a useful response, don’t walk away from it.
  Do this instead: Tweak your prompt. Adding context or simplifying phrasing can often improve the quality of ChatGPT’s answer.

By keeping prompts clear, focused, and strategic, you can make the most of ChatGPT’s potential for your discovery calls.

Using ChatGPT and Sales-Specific GPTs to Transform Your Discovery Calls

Mastering the art of prompting ChatGPT can turn every sales discovery call into an opportunity for deeper connection and insight. With a few well-crafted prompts, you can streamline your discovery call prep, refine your questions, and create a smooth call flow that keeps prospects engaged. The right prompts allow ChatGPT to act as a dynamic assistant, helping you listen more effectively, respond confidently, and build a strong foundation for future conversations.

For even more tailored support, consider exploring the GPTs designed specifically for sales in the GPT store. These sales-specific models are built to understand the nuances of prospecting, objection handling, and closing, making them a valuable addition to your discovery call toolkit. With a sales-specific GPT, you can get insights even faster and access prompts pre-built for common sales scenarios—saving you time and delivering actionable responses right when you need them.

Whether you’re using the standard ChatGPT model or diving into a specialized GPT, remember that success with AI starts with clarity. The more specific, focused, and strategic your prompts are, the more value you’ll get from each conversation. By making ChatGPT a core part of your sales discovery call preparation, you’re not just saving time—you’re creating a sales process that’s agile, informed, and ready to meet your prospects where they are.

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The State of AI in Sales Enablement

Download the research report How AI Is Shaping the Future of Revenue Enablement to learn how enablement leaders use AI, the benefits they’re seeing, and future use of the technology. Get the report today.