Reps pitch before they discover
"Our new reps jump straight into the demo. They don't ask enough questions, they miss buying signals, and they can't qualify opportunities. By the time they figure out discovery, they've burned through months of pipeline learning on real prospects."
Practice discovery without burning leads
Mock Discovery Calls lets reps practice the hardest part of selling—asking the right questions—without risking real opportunities. The JoySuite assistant Dahlia plays prospects who act like real buyers: guarded at first, busy, skeptical of salespeople.
Reps learn to build rapport, uncover pain, identify stakeholders, and qualify budget and timeline. Dahlia provides feedback on questioning technique, missed opportunities, and what to try differently.
From scripted to conversational
Configure your personas
Upload your ICP profiles, buyer personas, and common industries. Dahlia learns to play prospects that match your real customers.
Start a discovery session
Use Dahlia's /roleplay command and describe the scenario: "Discovery call with a VP of Ops at a mid-market logistics company" or "First meeting with a skeptical CFO."
Run the conversation
Dahlia responds like a real prospect. She has pain points to uncover, objections to raise, and information she'll only share if you ask the right questions.
Review your discovery scorecard
After each session, Dahlia scores your discovery: Did you uncover pain? Identify stakeholders? Qualify budget and timeline? Get specific coaching on what to improve.
Built for sales discovery
🎭 Realistic Personas
Dahlia plays different buyer types—the busy executive, the detail-oriented analyst, the skeptical veteran.
🔍 Hidden Information
Prospects have pain points, budgets, and timelines they'll only reveal if you ask the right questions.
📋 Discovery Scorecard
Track what you uncovered: pain, impact, stakeholders, budget, timeline, decision process.
💡 Coaching Tips
After each session, get specific suggestions on questions you should have asked.
Adapt for your team
New Rep Certification
Structured discovery curriculum. Reps must pass progressively harder scenarios before getting on real calls.
Deal-Specific Prep
Practice discovery for an upcoming meeting. Dahlia plays a prospect matching your deal notes and research.
Industry-Specific Scenarios
Healthcare, finance, manufacturing—each industry has unique pain points and buying processes to practice.
Cold Call to Discovery
Extended scenarios that start with a cold outreach and progress to a discovery conversation.
What you'll get
Here's what a mock discovery call looks like:
📋 Discovery Scorecard
Who This Is For
Sales Reps
Practice discovery questions and qualification without burning real pipeline or looking inexperienced.
New SDRs & AEs
Build discovery skills through structured practice scenarios before getting on real customer calls.
Sales Managers
Certify reps on discovery skills and identify coaching opportunities through practice scorecards.
Sales Enablement Teams
Scale discovery training across the team with consistent, repeatable practice scenarios.
Frequently Asked Questions
How does AI help sales reps practice discovery calls?
JoySuite's AI assistant Dahlia plays realistic buyer personas who respond like actual prospects—guarded, busy, and skeptical. Reps practice asking discovery questions, building rapport, and qualifying opportunities without risking real deals.
What is a discovery call scorecard?
After each practice session, Dahlia generates a scorecard showing what the rep uncovered: pain points, stakeholders, budget, timeline, and decision process. It highlights strengths and provides specific coaching on missed opportunities.
Can I customize discovery scenarios for my industry?
Yes. Upload your ICP profiles, buyer personas, and industry-specific pain points. Dahlia learns to play prospects that match your actual customers and market.
How do mock discovery calls improve sales performance?
Reps who practice discovery ask better questions, uncover more pain, and qualify deals faster. They stop pitching too early and learn to build value before presenting solutions.
Can reps practice before specific upcoming calls?
Yes. Use deal-specific prep mode to practice discovery for a real upcoming meeting. Dahlia plays a prospect matching your deal notes and research so you're prepared for the actual conversation.