The document is a reusable script for high‑ticket coaching or consulting discovery calls. It outlines a step‑by‑step conversational flow designed to qualify prospects, uncover pain, gauge commitment, and transition into a solution presentation without premature pricing. The flow is divided into seven stages—Connecting, Situation, Problem, Solution (Awareness), Consequence, Commitment, and Presentation—each with suggested phrasing, probing questions, optional qualifiers, and handling cues for guarded or price‑focused prospects. The template emphasizes tying every point back to the prospect’s own words, staying high‑level, and only moving to a presentation when the prospect shows solid commitment. It serves as a practical guide for salespeople or coaches to consistently qualify and close high‑ticket deals.
Topics
Connecting: Setting the Call Framework
Opening language that explains the call’s purpose, outlines the two‑part structure, and seeks consent to proceed with qualifying questions.
Situation: Mapping the Prospect’s Current State
Questions that uncover what the prospect is currently doing, how long they've been doing it, why they chose that approach, and what’s working well.
Problem: Identifying Pain and Motivation
Probes that surface specific frustrations, impact, and the deeper reason the prospect seeks external help beyond money or results.
Solution Awareness: Exploring Prior Attempts and Ideal Criteria
Discussion of the prospect’s past efforts to get help, obstacles faced, and the criteria they would need in a solution to consider it viable now.
Consequence: Highlighting Future Risks of Inaction
Direct questions that paint a realistic picture of where the prospect will be in 6‑12 months if nothing changes, and gauge emotional reaction.
Commitment: Measuring Urgency and Willingness to Act
Assessment of how important fixing the issue is now, what happens if they don’t act, and whether they’d be open to doing the work required.
Presentation: Transitioning to the Solution Pitch
A scripted transition that recaps the prospect’s problem, ties the solution to their words, stays high‑level, and includes a fit‑check to confirm relevance before proceeding.