Winning Discovery Calls (and avoiding common mistakes)

Heyoooo!

I’ve easily reviewed over 100 Discovery Calls this year for my consulting clients and today I’m sharing a simple framework to help you close more deals.

Let’s dive in.

Common Problem: Discovery Calls feel awkward and go nowhere

For many Consultants and Fractional Executives, sales calls aren’t second nature.

They can feel daunting, especially when the focus drifts toward presenting or pitching rather than understanding.

Too often, these calls lack structure, leaving both parties unclear about what’s next.

The truth?

Sales are won or lost during the discovery call.

And starting with a deck about yourself? That’s a quick way to lose them.

Simple Solution: An easy framework for Discovery Calls

With the right approach, you can turn discovery calls into a straightforward and comfortable process that builds trust, uncovers needs, and sets the stage for a successful close.

Here’s a high-level framework to follow: