Customers scatter clues. The skill is following them to a number.
A lovely discovery call that produced zero numbers. Customers scatter breadcrumbs — 'slow', 'error-prone' — and the whole skill is following them to a figure.
What Nate and Ava discuss
- Turning qualitative words into quantified pain with follow-up questions
- Why one real number reframes your price into a rounding error
- Quantifying without killing rapport — the 70/30 talk ratio
The move
Teach your team to hear a qualitative word and follow it to a number: how often, how much, what it costs. Keep the customer talking 60–70% of the time so the breadcrumbs keep falling.
🔗 Resources & Links: paths.to/presales
📅 Book a Discovery Call: calendly.com/serockstars-tim/discovery-call
Your hosts
Nate Hargrove
The Seasoned Pragmatist
Ava Vasquez
The Modern Builder