The AI Consulting Sales Script That Closes 41% of Discovery Calls

Most developers turned consultants struggle with sales calls. They default to talking about technology.

Here is the exact script framework I use. It closes at 41% (up from 23% when I winged it).

The 30-Minute Discovery Call Structure

Minutes 1-5: Build Rapport

"Tell me about your business. What does a typical week look like for your team?"

Minutes 5-15: Pain Discovery

"What takes the most time in your operations right now?"
"If you could eliminate one bottleneck, what would it be?"
"How much time does your team spend on [specific task]?"

Minutes 15-20: Quantify the Problem

"So your team spends about 20 hours per week on report generation. At your average billing rate, that is roughly $2,000 per week or $104,000 per year in labor cost for that one task alone."

This is where the magic happens. Most business owners have never quantified their operational inefficiencies.

Minutes 20-25: Present the Solution

"I can automate that report generation process. Based on similar projects, we typically reduce that 20-hour task to about 2 hours. The implementation takes 2-3 weeks and the investment is $15,000. Payback is under 8 weeks."

Minutes 25-30: Next Steps

Present three options. The middle option is designed to look like the best value.

Why This Works

1. You never pitch technology. You pitch time and money.
2. The client quantifies their own problem. You just do the math.
3. The ROI is obvious. $15K for $104K annual savings.
4. Three options prevent sticker shock.

Complete proposal templates and pricing frameworks: wedgemethod.gumroad.com/l/ai-consulting-pricing-bible