The Discovery Call Cheat Sheet · Fletcher Method Lead Magnet

Where You're Stuck — 3 Struggles

You drop the price to close

Discounting to beat "let me think about it" cheapens the offer and draws bargain-hunters.

You "wing" every call

No structure means calls wander long and end with "send me some info."

You chase the follow-up

Endless check-in texts kill your authority and fill your calendar with ghosts.

The 3-Step Close System

Diagnose Before You Pitch

First 15 min

Open with the Gap Question — "where are you now vs. 90 days out?" — then quantify the cost of staying stuck.

Say This On The Call

"So — where are you right now, and where do you want to be 90 days from today?"

Write their #1 goal in their own words

Get them to name the cost of staying stuck

No offer in the first 15 minutes.

Prescribe the Bridge

The pitch

Name the one mechanism that closes their gap. One option, one price, one start date — anchored to the cost of inaction.

Say This On The Call

"Based on what you told me, the one thing that closes that gap is [your offer]. It's [price], and we start [date]."

One option, one price, one start date

Frame it against the cost of doing nothing

State the price, then go silent.

Close the Loop Same-Call

The close

Ask "how ready are you, 1–10?" An 8+ takes payment on the call; under 8, surface the real objection now.

Say This On The Call

"On a scale of 1 to 10, how ready are you to start today?"

8+ → take payment on the call

Under 8 → ask what's missing for them

Book the kickoff before you hang up.

60–80%

closed at full price

$48K

in a single month

One coach went from a 1-in-10 close rate to $48K in 30 days — same calls, new script.

"My very next call closed at $18K — I just ran the 3 steps."

Maya R. · Leadership Coach · CEA Member