The "Discover" Phase Call Prep Checklist
Apr 15, 2025
Before your next call, take 2 minutes to prep. This will help you ask better questions that eliminate objections before they raise their ugly head.
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β Review your notes: What do you already know about this prospect?
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β Clarify your goal: You’re not here to pitch—you’re here to understand.
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β Choose 3 core questions: One about the pain, one about the desire, one about the gap.
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β Pick one “curveball” question: Something unexpected that gets them thinking (e.g., “What would solving this unlock for you personally?”)
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β Practice reflection: Prepare to repeat back what you hear—so they feel seen and understood.
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β Prep your mindset: Curiosity over control. Presence over pitch. Partnership over persuasion.
This simple prep sets you up to uncover the truth—and earn trust faster than any sales script ever could.
Want to dive deeper? Check out these related articles:
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