Discovery Call Script Pack
Find the real problem, clear the obstacles before the price, and choose the right next step. Built from your own won jobs, with question banks for 10 trades and a way to count which deals your discovery is losing.
16 parts. 10 trade question banks. 21 worksheets you fill in.
- The Why People Buy page, step by step: which calls, how to code them, how to group and count them, and how pitch time follows what your buyers actually said
- The Diagnosis: 4 jobs in the order they happen on a call. Find the Real Problem, Price the Problem, Clear the Obstacles, Choose the Step
- 10 trade question banks, each different in substance: what callers say first, what to listen for, the cost question that fits, the fact that changes the job, the obstacle to bring out before the price, the right first step and the trap
- Discovery by text and form: the 2-question first reply and the 5 form fields that do the job
- The Diagnosis Scorecard and deaths by cause: what each cause of lost deals is worth, worked on your own gross profit and close rate
- The 30-day sprint and the 30-day and 90-day look-backs
- Deliverables: 21 printable worksheets, a 21-column call log, and 4 setup guides (call recording with consent, building the page from recordings, the weekly review, team coaching)
The Problem
A homeowner calls about ants. You quote ants. They go quiet.
What they wanted was to stop worrying about the baby crawling on the kitchen floor. You priced the first thing. They were deciding about the second.
Discovery has one job in a local service sale: it stops you selling the wrong thing to the right person. It also brings out the budget, the timing and the second decider while there is no price on the table, when those questions still feel like care. And it tells you which next step to ask for.
Discovery does not close. It stops you closing on the wrong problem, and it tells you which step to ask for.
The Diagnosis: 4 Jobs, In Order
- 1. Find the Real Problem. Not what they called about. Why it matters this week, in their words. One layer down, twice.
- 2. Price the Problem. What it costs them, in their own terms, so they can weigh your price against something real. Never inflated, never forced.
- 3. Clear the Obstacles. Budget, timing, the other decider and fit, asked before any price.
- 4. Choose the Step. Summarise until they say "that's right", then pick the step that fits: the full yes, a dated visit, a joint call, a smaller step, or a clean no.
10 Trade Question Banks
- Home repair and replacement (heating and cooling, plumbing, electrical)
- Recurring home services (pest, lawn, pool, cleaning)
- Commercial service contracts
- Auto repair
- Salon, spa and aesthetics
- Fitness studio and personal training
- Dental practice
- Professional services (accounting, bookkeeping, law, consulting)
- Real estate agent
- Catering and private events
Dental, aesthetics, law and real estate carry a dated compliance note on what discovery may ask. Every bank is a starting draft you rewrite in your own buyers' words.
Sample: Chapter 1, Your Last 5 Won Jobs
15 minutes, before any theory. Write down why you think customers hire you, and fold it. Pull your last 5 paying customers. Write their problem in their exact words, from your texts or memory. Next to each, write what you led with on the call. Then count how many rows match, and how many of the 5 your guess describes.
Most owners find their customers were buying their way out of a specific moment, and the owner was talking about the trade. Chapter 1 ends with the first question to ask on your next call. It is free to read.
Questions
Is this a script I read word for word?
No. It is 4 jobs and the questions that do them. The banks are drafts you rewrite with your own customers' words.
Will it raise my close rate?
It does not promise one. It shows you how to count which deals your discovery loses, and what each cause is worth in your own numbers. If your deals die because nobody asked for the next step, the book tells you so and points you to the ask.
I don't record calls. Can I still use it?
Yes. Texts, form entries and notes work for the first Why People Buy page. A setup guide covers recording with consent for the next one.
How does it relate to Sales 101?
Sales 101 teaches the whole call. This is the deep version of its Diagnose stage. The ask, objections and follow-up live elsewhere.
Who This Is For
An owner or front-desk lead of a local service business who already talks to prospects by phone or on site, closes some of them, and cannot say why the rest went quiet.
Read it in your library.
This is included with The Standard, along with every other guide in the library. Your monthly re-audit tells you which one to open next. $497 to start, $297/mo to keep it running. Cancel any month and keep everything.
See The Standard →Not sure yet? Take the free Bucket Audit or tell us what's broken.
