Most lost deals fail in discovery. 6 questions you MUST ask before you walk to the equipment, plus how to handle when they try to shortcut.
6 cards·0 installs by contractors·Curated by Greg / MLP discovery training
Card 1 of 6
Always start with 'how long have you been thinking about this?'
Tells you how serious they are. <2 weeks = cold; 2-8 weeks = warm; 2+ months = ready.
WhyTells you which pitch to run. Cold ones need education; warm ones need trust; ready ones need urgency.
Card 2 of 6
'What kicked this off?'
Was it a breakdown? A bill? Selling the house? Neighbor recommendation? The trigger = the real motivation.
WhyPeople don't buy solutions. They buy resolution of the trigger. Match your pitch to the trigger.
Card 3 of 6
'Who else needs to weigh in?'
If spouse/partner absent, decision capacity is capped. Reschedule with both present unless you'd take a 30% conversion ceiling.
WhyOne-stakeholder pitches convert at 25-30%. Two-stakeholder at 55-65%. Two is worth the reschedule.
Card 4 of 6
'When does this need to be done by?'
Self-imposed deadlines are weak. External deadlines (move-in, party, holiday) are real. Find a real one.
WhyReal deadlines unlock yes today. Without one, 'let me think' wins by default.
Card 5 of 6
'What does success look like 6 months after we leave?'
Their answer reveals the actual value proposition for THEM. Use those exact words back in close.
WhyTheir words > your script. Verbatim recall = '100% understood.' That's the close.
Card 6 of 6
Don't walk to the equipment until all 6 answered
Customer will try to shortcut: 'just come look.' Polite redirect: 'happy to — I just want to make sure I bring the right info back.' Stay in their kitchen.
WhyDiscovery is a 1-shot setup. You walk to the unit, the conversation flips to technical and discovery is gone forever.
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