MEDDIC and Discovery Call Questions
Pick MEDDIC, BANT, SPIN or a plain discovery call, the deal stage and the industry, and get a ready list of open questions for each section. Edit them, tick each section as you cover it and add notes. Print the call sheet, save it as PDF or paste it into your CRM. Free, no sign-up.
The questions update when you change the framework, stage or industry; your own edits are kept unless you confirm. The draft stays in this browser until you start over.
MEDDIC, BANT and SPIN at a glance
| Framework | Sections |
|---|---|
| MEDDIC | Metrics, Economic buyer, Decision criteria and process, Pain, Champion |
| BANT | Budget, Authority, Need, Timeline |
| SPIN | Situation, Problem, Implication, Need-payoff |
How to run a discovery call
Research the company before the call so you do not waste questions on facts from its website. Open with the buyer’s goals, then dig into the problem: what it costs, who feels it and what happens if nothing changes. Let the buyer talk most of the time, summarise what you heard, and never end without a next step and a date in the calendar.
After the call
Write up decisions and next steps while they are fresh with the meeting notes template. Track how many discovery calls turn into proposals and deals with the conversion rate calculator: a low rate at this stage usually means the qualification questions are being skipped.
Frequently asked questions
What does MEDDIC stand for?
Metrics, Economic buyer, Decision criteria, Decision process, Identify pain and Champion. It is a checklist for qualifying B2B deals, created at the software company PTC in 1996. MEDDICC adds Competition and MEDDPICC adds Paper process, the contract and procurement steps.
What is the difference between MEDDIC, BANT and SPIN?
BANT (budget, authority, need, timeline) is a quick first check that a lead is worth pursuing. MEDDIC goes deeper for complex deals with several decision makers. SPIN (situation, problem, implication, need-payoff) is a questioning technique that helps the buyer see the cost of the problem. Many teams use SPIN-style questions to fill in a MEDDIC checklist.
What are good discovery call questions?
Open questions about the buyer’s goals, problems, current process, decision makers and timeline, asked in that order. Start broad, then ask what the problem costs and what happens if nothing changes. Avoid questions you could answer from their website, and end with an agreed next step and a date.
How many questions should I ask on a discovery call?
Prepare 10 to 15 and expect to ask fewer. A 30-minute call leaves time for about eight good questions with follow-ups, and the buyer should talk most of the time. Choose First call for a short list, or Follow-up or deep dive for the full list when you meet again.
How do I use the checklist after the call?
Tick each section you have covered and write what you learned in its notes line, such as the metric the buyer wants or the name of the economic buyer. Sections you could not tick are your questions for the next call. Copy the text into your CRM so the whole team can see the deal’s status.
Is what I type stored or sent anywhere?
No. The call sheet is built in your browser and the draft is saved only in this browser so you can come back to it. Nothing you type is sent to SalesBond or anyone else, and no AI reads it. Click Start over to clear it.
Related tools: meeting notes template, SWOT analysis template, conversion rate calculator. More on sales and running a sales team on the SalesBond blog and the home page.
Official sources
- MEDDICC: what is MEDDICC — the elements of MEDDIC, MEDDICC and MEDDPICC; created at PTC in 1996.
- Wikipedia: Neil Rackham — SPIN Selling (1988): situation, problem, implication and need-payoff questions.
Updated on Nov 5, 2026. This calculator is for information only and is not tax, legal or payroll advice. The questions are a starting point: adapt them to the buyer and listen more than you talk.
