25d • General discussion
Run the discovery call like a doctor, not a salesperson
A doctor never opens with the cure. They ask where it hurts first.
Run your next discovery call the same way. Three steps.
1. Listen. Let them talk about the pain. Do not interrupt with your solution. The longer they talk, the more they sell themselves.
2. Diagnose. Find the real problem under the problem. What have they already tried? What does it cost them to leave it broken?
3. Prescribe. Now present your offer as the answer to that exact diagnosis. Not a generic pitch. Their problem, your fix.
Most VAs skip straight to step 3. That is the whole reason the call feels like selling.
Try one of the three on your next call and notice the shift.
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Run the discovery call like a doctor, not a salesperson
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