# Discovery call agenda

Trust-sale agenda. Not a closer's script. Not BANT.

Timebox: 45 minutes.

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## Filled example

**With:** Priya Shah, North Harbour Goods  
**Why this call exists:** Introduced by Tom after she said "I am still the night desk for every customer exception."  
**Their words to replay:** "Two senior people left because they could not tell where their authority stopped."

### 0-5 Open

Replay the reason. Ask what is missing from that replay.

### 5-20 Situation

- What happens this week when a customer exception arrives after 6pm?
- Who else has to live with the rule you wish existed?
- What did you try that looked like a process and died?
- If nothing changes by September, what breaks first?

Listen for: authority, risk, timing, who they will not disappoint.

### 20-35 Work

- What would "this is working" look like in 90 days, in a sentence you could send Tom?
- What must stay in your hands?
- What would make this a bad engagement?

Offer one travelling story only if they ask how you work.

### 35-45 Close

Two honest exits. A dated next step with a named artefact, or a clean no. Do not leave with "let's stay in touch".

**First sentence to say:** "You told Tom you are still the night desk. I want to check I have that right before I ask anything else."

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## Blank structure

- Why this call exists:
- Their words to replay:
- Situation questions:
- Listen-for:
- What good looks like:
- Honest exits: