If you’re jumping into demos or pricing chats without doing a proper discovery first, you’re probably losing deals you could’ve easily won. This guide is your cheat sheet for fixing that.

Aimed at founders doing their own selling (and tired of wondering why good leads go cold), it explains why nearly every sales win or loss can be traced back to the very first conversation.

Inside, you’ll get a solid structure for running smarter discovery calls, including the four things you need to uncover every single time.

There’s advice on how to get prospects talking, what questions to ask (and how to keep the conversation flowing), plus a breakdown of the classic mistakes that slow everything down. If your sales process feels rushed, or your calls keep ending with vague next steps, this is your sign to slow down, ask better questions, and get way more out of every chat.