Discovery call script

This is not a sales script. It is a conversation guide to understand where the other person is, whether you can really help them, and give them what they need to decide with a clear head. Deciding to work together is the result of a well-run call, not its goal.

PHASE 1: Welcome and framing (0 to 3 min)

Goal: set a clear frame, put the person at ease, remove the pressure.

What you say:

"Thanks for being here. Before we start, I'd like us to agree on what this call is and what it isn't. It's a conversation. Not a pitch, not a demo. My only goal today is to understand where you are and whether what I do can really help you. At the end, if it makes sense, we'll talk about possible next steps. If not, you'll leave with at least a few useful ideas. Does that work for you?"

PHASE 2: Understanding the situation (3 to 10 min)

Goal: understand where the person comes from, what made them book this call, and what the real problem is.

Opening question

"What made you book this call now, and not 6 months ago?"

Situation question

"How would you describe your practice today, what works and what's stuck?"

Depth question

"When you say it's stuck... what exactly is happening?"

Impact question

"Can you tell me what it costs you in practice, in energy, income, confidence?"

PHASE 3: Going deeper (10 to 20 min)

Goal: find the beliefs, the real blocks and the person's vision. This is where the Psychology · Strategy · Action approach makes sense.

Psychology

"If the practical problem were solved tomorrow morning, what would still be there inside you?"

Strategy

"How do you position yourself today? What would you tell someone who asks what you do?"

Action

"What have you already tried to get unstuck? What worked, what didn't?"

Vision

"In 18 months, if everything went the way you want, what does your practice look like exactly?"

PHASE 4: Presenting your work (20 to 27 min)

Goal: present what you do as a mirror of what you heard, not as a catalogue of offers.

What you say:

"What I'm hearing is [restate the real problem in their words]. And what you're aiming for is [restate their vision]."

"That's exactly what I do with the practitioners I work with. We don't start with marketing or social media. We start by understanding what's really going on inside: beliefs, stance, how you see your own value. Because until that's settled, anything we build on the surface stays fragile."

"In practice, here's how it works... [present the option that best fits their situation]"

Then: "Does that make sense given what you told me?"

PHASE 5: Wrapping up (27 to 30 min)

Goal: leave room for a calm decision, with no pressure and no false urgency.

If the person is ready:

"I'm glad we talked. Here's how we go about it if you want to work together: [explain the next steps]. Would you like to go ahead?"

If the person needs time:

"That's completely normal. It's a big decision. Can you tell me what you need in order to decide? And when do you think you'll be able to get back to me?"

If the person says no:

"I fully respect that. Can you tell me why it's not the right time, or not the right fit? It helps me understand how to be useful."