Sarah Chen — TechCorp
Discovery Call • Analyzed by Call Lab Pro
SNAP TAKE
Strong diagnostic skills undermined by weak close. You built significant trust but left without a concrete next step.
Alex demonstrated excellent discovery technique, using strategic questions to uncover TechCorp's scaling challenges. The prospect self-diagnosed their problem (a strong sign). However, the call ended with "I'll send you some info" rather than a scheduled follow-up, putting the deal at risk.
Core Scores
Strong use of prospect's own language to create alignment
When prospects hear their own language, they feel understood. This builds trust and makes them more receptive to your solution.
Ended with "let me know" instead of a specific next step
Deals that end without specific next steps have a 73% lower close rate. You did the hard work of building trust — don't leave it on the table.
RECOMMENDED FIXES:
- Always propose a specific date/time before the call ends
- Frame follow-up as continuation, not new commitment
- Use their stated urgency to justify quick turnaround
EXAMPLE REWRITE:
Instead of "I'll send you some info," try: "Based on what you shared about the Q2 deadline, let's schedule 30 minutes next Tuesday to walk through how this could work for TechCorp. I have 2pm or 4pm — which works better?"
Uncovered root problem through strategic questioning
Prospects who articulate their own problems are 4x more likely to buy. You helped Sarah see her situation more clearly.
At 35:00 when Sarah asked "so what do you do?"
WHAT YOU SAID:
"We're a platform that helps companies scale their operations through automation."
STRONGER ALTERNATIVE:
"Remember that scaling wall you mentioned? We help companies like TechCorp break through it — specifically by [addressing her stated pain]. Want me to show you how one similar company did it?"
Generic product description that sounds like every competitor. Didn't connect back to HER specific problem.
At 41:15 when closing the call
WHAT YOU SAID:
"Great conversation. Let me send you some information and you can let me know what you think."
STRONGER ALTERNATIVE:
"This was exactly the kind of conversation I was hoping for. Based on your Q2 timeline, I'd suggest we reconnect Tuesday to map out what an implementation could look like. I have 2pm or 4pm — which works better for your schedule?"
Puts all the work on the prospect. "Let me know" is the weakest close possible.
At 28:15 when she mentioned budget concerns
WHAT YOU SAID:
"Yeah, that's something we can definitely work with."
STRONGER ALTERNATIVE:
"Budget's always a real consideration. Help me understand — if we could show you a path that paid for itself in 90 days, would that change the conversation?"
Dismissed her concern too quickly without acknowledging it fully.
Next Steps
- 1.Send follow-up email TODAY with specific meeting request for Tuesday 2pm
- 2.Include the case study from the similar company you mentioned
- 3.Reference her "scaling wall" phrase to show you were listening
- 4.Add calendar link to make saying yes effortless
Follow-Up Email (Ready to Send)
SUBJECT:
The scaling wall conversation + next step
BODY:
Sarah, Great conversation today about TechCorp's scaling challenges. When you mentioned hitting "the wall" at 50 people, it reminded me exactly of what the team at [Similar Company] faced last year. I mentioned I'd share some info — attached is the case study showing how they broke through. Pay attention to page 3 where they talk about the 90-day payback. Given your Q2 deadline, I'd suggest we reconnect Tuesday to map out what this could look like for TechCorp specifically. I have 2pm or 4pm — either work for you? [Calendar Link] — Alex
Get this analysis for your calls
Pattern recognition. Framework scoring. Tactical rewrites. Everything you need to close more deals.
Unlock Pro Analysis →