Simulating a discovery call
How can you practise conducting a discovery call with AI?
1250 € per session, excl. VAT
In short
“Simulating a discovery call” is a private in-person session of half a day for salespeople and business developers or new members of a sales team. It helps you prepare a discovery call with clear objectives. Groups of up to 12 participants, in French, with exercises on your own work cases.
Why this training?
The discovery call often determines the next stages of the sales cycle, yet it is rarely practised outside real meetings. Mistakes (talking too much, asking closed questions, forgetting the next step) keep recurring. This session uses AI as a practice partner: it plays a fictional prospect with a defined profile, then helps analyse the exchange. The trainer and peers supplement this feedback. Running case study: Participants call three fictional prospects from « Optima Énergie », a fictional provider of energy audits: a director in a hurry, a wary female technical manager and a price-focused buyer. Transfer to the workplace: Participants reuse the simulation instructions to practise before important calls and track their progress using the checklist.
Objectives of this training
- Prepare a discovery call with clear objectives
- Configure AI to play a realistic prospect with a defined profile
- Conduct a simulation by asking open questions and paraphrasing
- Analyse the exchange using an observation checklist
- Improve your closing and proposed next step
Who is it for and what are the prerequisites?
Roles and tasks concerned
- Salespeople and business developers
- New members of a sales team
Prior skills
- Have already used a generative AI assistant for a few simple tasks (AI Fundamentals level or equivalent).
- Know your company's sales cycle and main offerings.
What you will work on
The objectives of a discovery call
Objective: Clarify what a good call should achieve. Objectives, structure, question types, paraphrasing, closing; observation checklist.
Configuring the simulated prospect
Objective: Obtain a realistic and useful simulation. Describe the profile, challenges, objections and difficulty level to AI; limitations of the simulation.
Simulations and observations
Objective: Practise and receive feedback. Written or spoken simulation depending on the authorised tool; observation by a peer using the checklist.
Improving and closing
Objective: Turn feedback into progress. Questions to rephrase, silences, handling objections, proposing a next step.
What you take away
- Discovery call plan
- Simulation instructions for three profiles
- Completed observation checklists
- Personal development plan
Method and assessment
- Short input sessions followed by immediate practice on the running case study.
- Individual work followed by work in pairs, with peer review of outputs.
- Guided group discussion: what works, what needs correcting and what remains a human decision.
- Preparation: Prepare the outline of your usual discovery call. Think of two profiles of difficult prospects you have encountered recently (without personal data).
Observable criteria: The participant mainly asks open questions; they paraphrase what the prospect says at least twice; they close with a specific next step; the second simulation shows an observable improvement on the checklist.
Frequently asked questions
Is the simulation spoken?
Depending on the authorised tool: in writing, or spoken if a voice mode is available and approved by your organisation.
Is the AI's analysis reliable?
It provides initial feedback. The observation checklist, trainer and peers remain the reference.
Can we simulate our real customers?
We simulate typical profiles, without personal data; this is sufficient to practise for real situations.
Is this suitable for sales beginners?
Yes, provided you have already used an AI assistant; the simulation profiles can be adjusted to each person's level.
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