The 5-Station Framework: How to Run High-Ticket B2B Discovery Calls Without Losing Frame Control
Field Summary: High-ticket B2B sales are lost the second the prospect hijacks the meeting agenda or forces the rep into defensive justification. Running a closed-loop discovery call requires five sequential checkpoints—from pre-call intelligence to strategic silence—keeping the rep in the advisory seat and eliminating standard price pushback before the pitch occurs. The Strategic Breakdown Most…