Discovery Call Script Pack
A tested discovery call structure that makes the prospect sell themselves on your solution before you ever pitch price. Full scripts for 10 industries.
Everything in the Script Pack
- The Pain-Excavation Ladder framework with all 5 rungs and transition phrases
- 10 industry-specific discovery scripts (contractor, medical, salon, fitness, restaurant, real estate, auto, attorney, accountant, marketing/consulting)
- Transition-to-demonstration template for each script
- 4 deflection-handling scripts ("just tell me the price," "shopping around," "need to talk to spouse," "already have someone")
- SMS/email discovery protocol for when a call is not possible
- Composite case study with 60-day performance data
- Call-to-close tracking sheet
The Problem
Most owners skip discovery entirely. They hear what the prospect needs, launch into a pitch, quote a price, and hope.
That is not discovery. That is a product demo with an awkward price tag at the end.
Owners who skip discovery close at roughly 12 to 18 percent. Owners who run structured discovery close at 28 to 40 percent. The only variable is whether the prospect was given space to articulate their own pain before hearing the price.
Discovery is not about gathering information. It is about making the prospect hear their own pain out loud.
The Pain-Excavation Ladder
Five rungs. Each question goes one level deeper than the last. By the bottom of the ladder, the prospect has convinced themselves.
- Rung 1: Symptom -- What is happening right now? The surface-level thing they called about.
- Rung 2: Impact -- How is it affecting their business day-to-day? Operations, team, stress.
- Rung 3: Cost -- What is this costing them in dollars, hours, or missed opportunities? Get a number.
- Rung 4: Consequence -- What happens if they do nothing for 6 months? They have to say it out loud.
- Rung 5: Vision -- What does "fixed" look like? In their words. This becomes your demonstration.
Five questions. Each builds on the previous answer. You are not interrogating. You are listening your way down the ladder.
10 Industry Scripts Included
Each script gives you all 5 rungs customized for that industry, plus the transition to demonstration.
- Contractor / Home Services
- Medical / Dental Practice
- Salon / Spa / Barbershop
- Fitness / Coaching
- Restaurant / Food Service
- Real Estate Agent
- Auto Repair
- Attorney / Legal Practice
- Accountant / Bookkeeper
- Marketing / Consulting Service
Who This Is For
Any owner or rep who runs discovery calls and either skips discovery entirely or asks surface-level questions that never get to the real problem. Service businesses across all industries.
This is the deep dive on the Diagnose stage. For the full 5-stage sales structure that discovery plugs into, see the Sales Framework Playbook.
Ready for us to install this for you?
You have the Pain-Excavation Ladder and 10 industry scripts. If you would rather have us build a full sales system inside your CRM with discovery scorecards, call recording integration, and rep coaching dashboards, we install this inside every CRM we build.
Book The Teardown →Zero pitch. You leave with a written plan whether we work together or not.
