The first few moments of a call can determine a lot. 1. Remember that the purpose of a Discovery Call is to identify if there is a problem that your product/service solves AND whether there is motivation to solve it from the prospect. It is not to sell (yet!) 2. Pre-frame the call - lay out the format to set expectations, ask the prospect what they would like to get out of the call to to check alignment. You can seed in the next steps, but be careful not to apply sales pressure by getting the prospect to commit too early. 3. The Value Prop. This is optional. Depending on how aware the prospect is about your product or service they may need some additional context to engage in your upcoming questions. Have a 30-sec "mini-commercial" or elevator pitch at the ready. 4. Establish the Current State - what's their current situation (process + results). Where are they now and where do they want to be? 5. These are process questions, they don't hold much emotional value so only ask a few or you risk interrogating the prospect. Be sure to understand the metrics someone uses to measure success (revenue, lead volume, weight loss etc). You don't want to sound like everyone else. Having good energy doesn't necessarily mean being super enthusiastic, hyper or dominant. Read the room. Gauge their Blueprint and meet them there.

Pitching features and benefits died a long time ago. Customers are concerned with 3 things. 1️⃣ Their Problems. 2️⃣ How it Impacts them. 3️⃣ And the deeper Emotions behind it all. Whether you are prospecting and messaging with cold calls, emails, and DM's. Leading deep consultative discoveries and exec-level presentations. Or creating content that you want to hit the spot with your target audience. You need messaging that resonates deeply. Here is your Customer Intelligence System. You can find the PIE Chart Playbook + Template in the The Vault