Business Scripts
Completed
Discovery Call Framework
Business Scripts · Discovery
The Discovery Call Framework
The 5-Question Diagnostic — do not pitch until question 4. Diagnose before you prescribe.
| # | Question | What you're testing |
|---|---|---|
| 1 | "Walk me through how an invoice moves from creation to payment today — who touches it and what tools do they use?" | Process maturity, number of systems, manual handoffs. |
| 2 | "What happened the last time the FTA asked you to produce a document? How long did it take?" | Compliance posture, pain level. |
| 3 | "If you could wave a wand and fix one operational bottleneck, what would it be?" | Priority — sells the starting point. |
| 4 | "What would it cost your business if that bottleneck stayed for another 6 months?" | Dollar value of pain — builds the ROI case. |
| 5 | "Who else would need to be involved in a decision to change how your operations work?" | Authority map, buying committee. |
Discovery → Presentation Transition
"Thank you — that's extremely helpful. Based on what you've shared, here's what I'm hearing: [summarize 2–3 pain points]. The good news is we've solved exactly this for [similar company]. Let me show you how we'd approach it for [prospect name]."
Qualify Before You Move On (4 Gates)
A deal is not real until you can answer all four from the customer's own mouth:
- What is the specific problem we're solving?
- What is the cost of doing nothing?
- Who needs to approve this?
- What is the timeline?
If you can't get clear answers to all four, keep it in discovery. Do not move it to "meeting booked."
The 30-minute Operational Health Diagnostic is the same framework on a real call — diagnose first, present the gap map, only then talk solution.
The 5-Question Diagnostic for discovery calls, the discovery-to-presentation transition, and the four qualification gates.
Rating
0
0
There are no comments for now.
Join this Course
to be the first to leave a comment.