The Discovery Call Framework

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You have a friendly forty minute chat, promise to send something over, and then never hear back, so you conclude you need a better proposal template.
You start explaining your firm, your software and your process around minute six, to somebody who has not yet said out loud that they have a problem.
You open with "tell me a bit about what you do", having done no preparation, when ten minutes on Companies House would have given you a specific first line.
You ask what is not working and then fill the silence yourself, which is exactly where the useful answer was about to arrive.
You never ask what the problem has cost them, so they agree there is an issue and then do nothing about it for another year.
When the call gets slightly awkward you offer to put something in writing, which feels polite and is where the deal quietly dies.

A seven stage structure with timings for a twenty minute call, and the talking ratio that explains most of your lost deals in one number.
The ten minute preparation checklist that lets you open with something specific instead of the most forgettable line in professional services.
The problem and consequence questions that make a prospect articulate their own reason to buy, plus the three word follow up that unlocks almost everything worth knowing.
The three sentence prescription format, using their words back at them, so the fix sounds like it was built for them.
Exactly where to put the price, which is on the call while the problem is still live, not in a document three days later.
The one closing question that invites an objection instead of a polite yes, and what to do with each of the three answers you will get.