Discovery Script Flashcards
Q1: “Hey [n], it’s Kade from Estimate Launch. I saw you filled out our form about possibly getting more HVAC jobs. —is that right?”
(Phase, Tonality, Desired Answers, Reframes, Word Track)
Connection Phase
-Confirms interest & overarching desired outcome.
-Lower sales resistance.
Tonality
Neutral, Confused.
Desired Answer(s)
-“Yeah, I need more leads.”
-“I’m not getting enough jobs.”
Reframe(s) / Word Track(s)
-“When you saw the ad what made you want to reach out?”
Q2: “Out of curiosity, do you know what you’re looking for— when it comes to getting help, with getting more jobs?“
(Phase, Tonality, Desired Answers, Reframes, Word Track)
Connection Phase
-Allows the prospect to articulate their needs, keeping it open and exploratory.
-Probes for tangible outcomes.
Tonality
-Neutral, Curious.
Desired Answer(s)
Tangible Outcome(s)
-“I need more leads”
-“I need want higher quality leads”
Reframe(s) / Word Track(s)
-“Well typically when contractors come to us they’re looking for more qualified leads, or new sales systems. Which one resonates with you more?”
-“Nobody hops on these calls with me trying to get less jobs”
-“What kind of help do you feel that you need— so you can get more jobs?”
Q3: “What are you doing to get TANGIBLE OUTCOME—e.g. more jobs, higher quality leads now?
(Phase, Tonality, Desired Answers, Reframes, Word Track)
Current Situation Phase
-Assesses their existing [vehicle—e.g. lead generation efforts]
-Don’t let them ramble, it’s irrelevant. We just need to know if they have a process so that we can bridge into the next phase to pull problems from it later.
Tonality
-Casual, Curious.
Desired Answer(s)
Vehicle
-“I’m getting referrals”
-“A lot of Word-of-mouth”
-“I make posts on social media”
Reframe(s) / Word Track(s)
-“Well it can’t be nothing, is it mainly word-of-mouth, or maybe flyers—or something?”
Q4: “How long you been doing it that way?”
(Phase, Tonality, Desired Answers, Reframes, Word Track)
Current Situation Phase
-Discovers if their approach is longstanding or new, setting up for possible gaps.
-Begins to make the prospect realize the gaps in their own strategy.
Tonality
-Neutral, Curious.
Desired Answer(s)
Specific Timeframe
-“It’s been like 3 years.”
-“It’s been about a year or so.”
Vague Timeframe
-“It’s been while now.”
-“Idk, a little while.”
Reframe(s) / Word Track(s)
-“Like 2 days, 2 weeks?”
Q5: “Well is it working?”
(Phase, Tonality, Desired Answers, Reframes, Word Track)
Current Situation Phase
-Invites the prospect to reflect on what’s missing in their approach.
-This question gives us predictable paths (yes/no)
-Leads into 2 Truths question to discover possible problems.
Tonality
-Assertive, Casual.
Desired Answer(s)
Problem
-“I’m not getting enough leads”
-“I’m too busy to deal with the leads”
-“The leads I talk to are shitty.”
Reframe(s) / Word Track(s)
”Yes it’s working.”
-“I mean it sounds like it’s going all good..”
-“Is there anything you would change about, either the way— you’re generating the leads, or maybe the outcome… if you could?”
”No it’s not working.”
-“Oh what’s not working?”
-“What have you seen— in your results with your business— that has you looking for a new lead gen strategy?”
Q6: “What do you mean [PROBLEM—e.g. inconsistent]?”
(Phase, Tonality, Desired Answers, Reframes, Word Track)
Problem Phase
-If the prospect is being vague, we must probe with clarifying questions.
-Mirror the key words with a confused, curious tone.
-If the affect of the problem is not clear, ask implication questions.
Tonality
-Confused, Curious, Empathetic.
Desired Answer(s)
-“I’m stressed cause we’re not getting enough jobs.”
-“Referrals aren’t reliable, I need a new strategy.”
Impact of Problem
-“I won’t make enough money.”
-“The leads will stay inconsistent.”
Reframe(s) / Word Track(s)
Clarifying Questions
-“How often / how long?”
-“How long have you been dealing with these inconsistent leads?”
Impact Questions
-“What does that do?”
-“You not getting enough leads— what does that do?”
Q7: “But why look for different ways to grow the business?— Why not just, I dunno, keep doing [MORE VEHICLE—e.g. Referrals], or something?”
(Phase, Tonality, Desired Answers, Reframes, Word Track)
Problem Phase
-We want to expand and agitate the pain.
-This question is able to pre-handle some objections about other strategies.
Tonality
-Confused, Curious.
Desired Answer(s)
Problem Awareness
-“That’ll never work.”
-“That’ll be too slow.”
Reframe(s) / Word Track(s)
-“Why not just ask for more referrals?”
-“Keep using Angie’s list, or something?”
Q8: “So let’s say the company was able to solve [PROBLEM—e.g. Inconsistent leads]… how much would you like the business to be making each month, if you could… let’s say— 3 to 6 months from now?”
(Phase, Tonality, Desired Answers, Reframes, Word Track)
Problem Phase
-Briefly builds the gap between the current situation, and the future goal.
-Identifies revenue growth and sets future goals.
-Adds weight to the potential impact of the solution.
Tonality
-Curious, Neutral.
Desired Answer(s)
3-6 Month Revenue Goal
-“I want to be at $50K/m in 3 - 6 months.”
Reframe(s) / Word Track(s)
IDK
-“Have you heard the saying what doesn’t get measured, doesn’t get improved?”
-“Because if you go to the airport and just say ‘hey drop my off somewhere cool’ you might end up in Idaho, when you wanted to be somewhere like Greece. So what’s the goal?”
Q9: “And where is the company at now— just so I can understand the gap?”
(Phase, Tonality, Desired Answers, Reframes, Word Track)
Problem Phase
-Briefly builds the gap between the current situation, and the future goal.
-Identifies revenue growth and sets future goals.
-Adds weight to the potential impact of the solution.
Tonality
-Swift, Curious, Assertive.
Desired Answers
3-6 Month Revenue Goal
-“We’re at $15K/m, and want to get to $30K/m.”
Reframe(s) / Word Track(s)
IDK:
-“Have you heard the saying what doesn’t get measured, doesn’t get improved?”
|(Pause briefly)
-“If you go to the airport and just say ‘drop me off somewhere cool’— you might just end up in Idaho, when you wanted to be somewhere like Greece. So what’s the goal?”
Q10 (OPTIONAL):
“As you and I both know, getting the proper lead generation strategy to get help with [TANGIBLE OUTCOME—e.g. more consistent jobs, qualified leads.] is gunna require, some—type of capital or funding.
So, given that you find what you’re looking for, are you willing to invest in your company— so that you can **[GOAL—e.g. get to $(y)/m?”
(Phase, Tonality, Desired Answers, Reframes, Word Track)
Qualification Phase
-Prepares prospect to discuss pricing, while keeping it open and conditional.
-This is used to qualify prospects, you can screen them based on their logistical money.
Tonality
-Assertive, Neutral.
Desired Answers
-“Yes.”
-“Yeah that’s not a problem”
-“If it works.”
Reframe(s) / Word Track(s)
Price
-“We’d have to put together a custom proposal based on your needs, but to give you a rough idea. We have clients that spend as low as $2K/month… and we have clients that spend over $50K/month… now one company does over $10M/year, while the other doesn’t— so it’s best to get you on a proper strategy call with [SENIOR ADVISOR—e.g. Kade].
Q11: “Okay so it seems like there might be a possibility of us being able to help… we’d just need to make sure a few more things.
What we could do, just because I have another meeting here shortly, is I can set aside more time where we could do more of a deep dive into where you’re at,
what you may need help with…
And if it seems like we could help—, we can walk you through how we help our clients get to [$(Y)K/MONTH GOAL]…
Would that help?”
(Phase, Tonality, Desired Answers, Reframes, Word Track)
Booking Phase
-Gather the prospect’s information, and availability for another call.
-Send presale material to build more social proof.
-If they have time don’t put barriers up, go for the close.
Booking Details
-Timezone
-Availability
-Confirmation
Tonality
-Neutral, Confident.
Reframe Word tracks
-“Cool. What’s your timezone?”
-“Okay so we have some availability left tomorrow… does mornings or afternoon time work better for you?”
-“Cool how’s [DATE], [TIME] [TIMEZONE]?”
-“Alright I just sent the calendar invite, did that pop up on your calendar?”
Q12: “Sweet. Oh and you actually remind me of one of our clients—Nahal, from Impact HVAC… he was kinda in a similar situation as you, dealing with [PROBLEM—e.g. inconsistent jobs].
After we installed the system it completely transformed his business. He actually made a video breaking down how he was able to grow so fast… want me to send that over to you?”
(Phase, Tonality, Desired Answers, Reframes, Word Track)
Presale Phase
-You’re setting up homework material for the prospect
-Prevents objections prior to sales calls
-Closer will send the testimonial video for the prospect
Tonality
-Surprised, Aloof.
Reframe(s) / Word Track(s)
-“Cool, I’ll send that to you now”
-“Did you get it?”
-“Can you reply back to me so I know you got it?”
