Ask prospects what they want to achieve, set a clear frame for reaching a yes-or-no decision, then ask four or five targeted questions. The whole call takes about 25 minutes.
Basically like, hey, look, I know you had a call with Setter, but just in your own words, I always like to ask, what are you looking to get? And so like once you establish what they're looking for on the call, of course you can kind of tailor things toward that. After that, a matter of like setting the frame, saying, hey, we're looking for a yes or no. And then once you get alignment on that, really like the discovery for me, I mean, it's probably like 4 or 5 questions I like to ask and the call's maybe 25 minutes.
