Run Better Discovery Calls with a Proven Sales Framework

Most agencies run discovery calls like they’re pitching Shark Tank.

But here’s the mindset shift:

You’re not there to impress. You’re there to diagnose.

1. Ask like a doctor. Don’t prescribe like a hustler.

If a patient walks in and says “my knee hurts,”

A doctor doesn’t blurt out a treatment.

They ask questions. They poke. They listen.

Sales is the same.

2. Use a structure that reveals the real reasons they buy.

The one we currently use: CDOCI

✅ Current situation

✅ Desired situation

✅ Obstacles

✅ Cost of inaction

When you know all 4, your pitch practically writes itself.

3. Discovery calls are the sale before the sale.

This is where you win trust.

This is where you get clarity.

This is where you separate tire kickers from buyers.

Stop pitching. Start probing.

You’ll close more. With less friction.