The $15K Mistake You’re Making With Your Discovery Calls

Most sales calls aren’t broken. Your prep process is.

Last summer, I ran the numbers on a few projects we should have closed. Perfect-fit leads. Budget-ready. Interested.

But we didn’t land a single one.

Same pitch. Same process. Same deck.
Every one of them ghosted or “went with someone else.”

Turns out, we weren’t selling too soon, we were skipping the discovery part of discovery calls.

1. Your Script Is the Problem, Not the Offer

You know that discovery call script that’s been floating around the internet for years?

Yeah, everyone else is using it too. And your leads can smell the formula.

The moment your call sounds templated, people check out.

I used to go into every discovery call with a loose agenda and a polished pitch. Now I go in with three questions and a blank Google Doc.

What changed? I shut up.
I listen.
I let them tell me what they think they want, and what’s broken beneath that.

Steal this instead: “Walk me through what’s happening behind the scenes right now. What’s keeping this stuck?”

2. Ask Questions That Trigger Real Answers

There’…