Discovery calls that feel like a conversation
Most of us were never taught how to run a sales conversation, so we wing it and hope. This is the structure I use: seven stages, room to take notes as you go, and a reflection page that makes the next call better than the last one.
The S.E.R.V.I.C.E. framework
Seven stages that take a call from hello to a clear decision, with the questions to ask at each one. Print it, keep it beside you, and follow along.
The seven stages
Set the stage, explore, reassure, verify, introduce, compare, enroll. A shape for the whole conversation, so you are never wondering what to ask next.
Room to write
Every question has space for notes right beside it, so what they said stays attached to what you asked. Print one for each call.
A gentle way to close
Two clear options and a simple question. The people who are a fit say yes, and the people who are not step away without either of you feeling awkward.
A reflection page
Five questions to answer once you hang up, including the one that turns every call into research for your website copy.
Selling is the part nobody trained us for
You can be brilliant at the actual work and still feel awkward the moment the conversation turns to money. What helps is structure. Give the call a shape, guide people through it, and most of the awkwardness goes quiet.
Send me the script