Discovery and proposal sales process

Apply ../00-lead-generation-guardrails/SKILL.md first. Every step this skill defines must still resolve channel, relationship, and jurisdiction against that skill's compliance matrix before touching a real recipient, list, or send — by the time a prospect is on a discovery or proposal call, the compliant-outreach question should already be settled, not reopened here.

What this skill covers

Two calls, in sequence, once skill 06's campaign work has produced a booked call: the discovery call (first conversation with a prospect who replied or booked) and the proposal call (presenting a scoped offer back to that same prospect). Client intake mechanics that follow a signed deal — contracts, onboarding forms, kickoff scheduling — are out of scope; see ../08-client-onboarding-and-fulfillment/SKILL.md for that. This skill ends at close (or at a clear no/not-now), not at fulfillment.

This is a process/technique skill: it has no external tool or provider dependency. Nothing here requires a specific CRM, dialer, or calendar product — the framework applies over whatever the agency already uses for scheduling and notes.

Framework 1: the discovery call

Run these six stages in order. Skipping fact-finding to jump to pitching is the most common failure mode this framework exists to prevent — a proposal built on assumed pain instead of confirmed pain gets rejected on the next call, not this one.