Sales discovery call framework

Master the sales discovery call using BANT framework. Structure: 1. Build rapport and set agenda (5 min). 2. Budget (what's allocated for this problem?). 3. Authority (who makes the decision?). 4. Need (what's the pain point and impact?). 5. Timeline (when do you need this solved?). Use open-ended questions. Practice active listening. Take detailed notes. Identify red flags early. Qualify or disqualify quickly. End with clear next steps. Aim for 30-45 min calls. Follow up within 24 hours with summary email.