Description
Description: This course transforms discovery calls from casual chats into outcome-focused conversations. You will open with a framing script that sets time, agenda, and decision goals. You will use a modular question bank to uncover pain, motivation, constraints, and success criteria in under 20 minutes. You will quantify value with simple back-of-the-envelope math so pricing feels logical. You will identify red flags early and exit gracefully when the fit is poor. You will summarize live with a one-paragraph recap that earns immediate confirmation. You will assign next steps with owners and dates to prevent stalls. You will score calls with the included rubric and use it to coach yourself or your team. You will add a follow-up email that includes the recap, options to proceed, and links to relevant proof. You will integrate notes into your CRM or the included spreadsheet. You will finish with a repeatable discovery motion that shortens sales cycles and raises win rates.
Format: Video lessons, script & question bank, live recap template, call scoring rubric, follow-up email pack, and notes tracker (Sheets).
Duration: 2 hours of content; implement on your next five calls.
What You’ll Learn: Framing and agenda; diagnostic questions; value quantification; red-flag handling; recap & next steps; scoring and coaching.
Target Audience: Owners and sellers who need efficient, respectful discovery that leads to clear decisions.
English