Stop interviewing. Start uncovering buying truth.
🎯 Hook:
Most discovery calls feel like a job interview.
Checklist questions. Bored buyers. Zero tension.
But real discovery isn’t polite. It’s strategic pressure.
Done right, it sets up the close before the pitch even starts.
🧱 The 4-Part FredCo Framework
-
Anchor the Context
“Let me give you 15 seconds on who we are and why this might be relevant.”
-
Set the tone. Show respect. Own the agenda.
-
-
Expose the Pain
“Walk me through how you’re handling [X] today.”
-
Dig into inefficiencies.
-
Ask: “What’s frustrating about that?”
-
Push gently until you hear emotion.
-
-
Test for Urgency
“Why now?”
-
If they can’t answer this, the deal’s a ghost.
-
-
Qualify the Power
“How does a decision like this usually get made?”
-
Decode who signs. Who blocks. Who influences.
-
Ask: “Is there anyone who might kill this later on?”
-
🎤 Jack’s Add-On: Pressure + Permission
“Discovery is like chess. Every question sets up the next move.”
Jack always preframes the tough questions:
“Mind if I ask something that might sound direct?”
Then he drops the truth bomb:
“Is fixing this a priority, or just a maybe?”
🧠Alicia’s Human Filter
“Your tone matters more than your script.”
Alicia focuses on:
-
Energy calibration
-
Buyer language
-
Emotional cues
She rewatches recordings and scores herself:
“Did I sound curious? Or robotic?”
⚙ Monica’s System Check
“Every question should create value — or it doesn’t belong.”
Monica:
-
Audits discovery recordings weekly
-
Flags dead-end questions
-
Adds buyer-specific insight to CRM after every call
🧠FredCo’s Rule:
“If discovery feels easy, you’re doing it wrong.”
He teaches:
-
Get permission to challenge
-
Stay longer in the pain
-
Always leave them thinking:
“Damn. These guys get it.”
🧍 Bonus: FredCo’s Call Flow Cheat Sheet
| Stage | Question | Purpose |
|---|---|---|
| Intro | “Here’s why we’re talking” | Anchor the context |
| Pain | “What’s frustrating today?” | Expose the gap |
| Urgency | “Why now?” | Test timeline |
| Power | “How’s this decision made?” | Qualify process |
| Close | “Want us to show how we solve this?” | Permission to pitch |
đź“Ł CTA:
Still winging your discovery calls?
đź“„ Download the FredCo Discovery Call Flow
Used by closers who never pitch too early.
👉 Grab it now and run your next call like a pro.
