(Reversed) Discovery Script Flashcards
Phase 1: Connection
What’s the first thing you say when starting the discovery call?
“Hey, [Prospect’s Name], it’s just Kade from Estimate Launch. I saw you filled out our form on Facebook about ‘possibly’ getting more HVAC jobs and growing your business. - Is that right?”
Phase 1: Connection
What curiosity-driven question helps uncover initial interest?
“Just out of curiosity, do you know what you’re looking for when it comes to help with getting more jobs?”
Phase 2: Situation Awareness
How do you ask about their current approach to getting jobs?
“What are you doing now to get [the specific outcome they mentioned]?”
Phase 2: Situation Awareness
How do you find out how long they’ve been using their current strategy?
“Oh, how long have you been doing it that way?”
Phase 2: Situation Awareness
What question assesses the effectiveness of their current approach?
“Is it working?” or “Do you like it?”
Phase 3: Problem Awareness
What should you ask if they claim their current method is effective?
“Is there anything you would change about either the process or the outcome you’re getting, if you could?”
Phase 3: Problem Awareness
How do you proceed if they indicate dissatisfaction with their current approach?
“Oh, what don’t you like?” or “What’s not working?”
Phase 3: Problem Awareness
How do you clarify the nature of their problem?
“What do you mean by [the problem they mentioned]?”
Phase 3: Problem Awareness
What question helps uncover the timeline of their issue?
“How long has that been going on?”
or
“How often has that been happening?”
Phase 4: Challenging Status Quo
How do you question why they want to change their approach?
“Why look at different ways to grow the business? Why not just keep doing more [vehicle]?”
Phase 4: Challenging Status Quo
What’s a question that tests their desire for change?
“Well, that could be some trouble.. Wanna change that?”
Phase 5: Exploring Desired Situation
How do you ask about their revenue goals?
“Let’s say the company was able to solve the issue of [problem]. How much would you like the business to be making each month, say… 3 to 6 months from now?”
Phase 5: Exploring Desired Situation
How do you assess the gap between their current revenue and desired revenue?
“And where is the company at now—just so we can see the gap?”
Phase 6: Investment Readiness
How do you introduce the idea of required investment?
“As you and I both know, getting the proper lead generation strategy to grow the company is going to require some type of capital or funding. Are you willing to invest in your company to achieve [desired outcome]?”
Phase 6: Transition
How do you transition into a more in-depth conversation or follow-up?
“Okay, it seems like there might be a possibility of us being able to help. We’d just need to make sure of a few more things.”
Phase 7: Scheduling the Next Call
How do you propose a longer follow-up call?
“What we could do, just because I have another meeting here shortly, is set aside a longer time where we could dive deeper into where you’re at in the business and what you may need help with. Would that help?”
Phase 7: Scheduling the Next Call
How do you find out the best time for the follow-up?
“What’s your timezone?”
Phase 7: Scheduling the Next Call - How do you confirm the timing of the follow-up call?
“Okay, so we have some availability left on [day]. Does morning or afternoon work better for you?”
Phase 8: Building Rapport
How do you share a client success story to build rapport?
“Oh, you actually remind me of one of our clients, [Client’s Name]. He was in a similar situation as you, facing [problem]. 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 to you?”
Phase 8: Gaining Commitment
How do you ensure the prospect will watch a testimonial video?
“I’ll send that to you now.. Could you make sure you reply back so I know you got it?”
