DISCOVERY SCRIPT — consultative, built to qualify AND close, in your
voice. The structure is designed so the prospect talks 70% of the time —
a discovery call you dominate is a pitch, and pitches don't close.

OPEN (2 min) — set the frame, not rapport for its own sake
"I want to make sure this is a fit both ways, so I'll ask a lot before I
say anything about how we work. Fair?" — this earns you the right to ask
hard questions.

DIAGNOSE (the bulk of the call)
  • "Walk me through what's happening now." (situation, in their words)
  • "What has that cost you?" (quantify the pain — this becomes your
    price justification later)
  • "What have you already tried, and why didn't it stick?" (rules out a
    bad fit AND tells you what not to propose)
  • "What does this look like solved?" (their definition of success)

QUALIFY — woven in, not a checklist
Budget, timeline, and who decides — asked as consequences, not
interrogation: "When does this need to be solved by, and who else weighs
in on that call?"

CLOSE — earned, specific
Not "let me send a proposal." "Based on what you said about the cost of
X, here's the shape of how we'd fix it. Should I put that in writing
with pricing?" — a close that reflects their own words back.

THE ONE RULE
If you're talking more than a third of the call, you're pitching, not
qualifying. The questions do the selling.

Share your voice samples and what you sell, and I'll write the full
script in your tone.