We created a free workbook to go with this podcast episode. Grab it here :)

Before you market anything… listen to this

In this episode of Money Secrets, Fi continues Part 2 of the four-part From Maybe to Yes series. In this episode she’s diving into one of the most misunderstood, high-impact skills in small business: running a great discovery call.

Most business owners treat discovery calls like a rushed introduction, a free coaching session, or an awkward pitch. Fi flips that completely. She shows you how to approach the call as an expert, create a calm and welcoming experience, guide the conversation with intention, and recommend the best-fit solution based on your client’s goals, not your guesses.

If you’ve ever felt nervous, rambly, or unsure of “what to say” on a discovery call… or if you want to increase your conversion rate without feeling salesy… this episode will feel like a deep exhale.

🎧 Tune in to learn Fi’s framework for confident, ethical, high-conversion discovery calls that turn interested people into enthusiastic clients.

What you’ll learn in this episode: 

• Why discovery calls start before the actual call: Fi breaks down why your sales process begins the moment someone books. From filtering ideal clients to preparing questions, research, and setting expectations: the groundwork is what determines whether the call leads to a yes.

• How to position yourself as the expert (without being pushy): Fi explains how to confidently lead the conversation, set an agenda at the start of the call, and create a calm, guided experience that helps clients trust your expertise.

• How to get clients talking about their goals, not just their problems: You’ll learn how to uncover what clients really want, what’s currently not working for them, and how to reflect that back so they feel understood, seen, and supported.

• The power of recommending packages instead of custom quotes: Fi shares why bespoke quoting slows down your sales process, and how having clear packages allows you to confidently recommend the right option on the call.

• How to handle objections with clarity and ease: Instead of avoiding hesitation, Fi teaches how to invite objections, let clients express all of them openly, and walk through each one with reassurance and expertise.

• Why discovery calls are also market research gold: Fi explains how to use the language your leads naturally use, their words for their problems, goals, and fears, to strengthen your marketing and improve conversions.

• How to identify when someone is not the right fit, and still build the relationship: Learn how to gracefully redirect, recommend someone else, and stay in integrity without burning bridges (because referrals and future work often come from these calls).

Get the free downloadable workbook HERE to help you apply this Sales Sprint training directly to your business.

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We’ve come so far as a society in many ways, but money is one of the areas where progress hasn’t been enough. If we want to tip the scales in favour of marginalised people, it starts with understanding the secret: money in small business.

In this podcast, Money Secrets, host Fiona (Fi) Johnston, Chartered Accountant, small business advocate, and impact enthusiast, dives into the conversations we need to have about money. The secrets that once stayed behind closed doors (or on the golf course) are finally out in the open.

Fi’s mission? To get more money into the hands of good people, like you. She believes small businesses have the power to change the world, and the key to making a bigger impact is to make, and manage, more money.

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Thank you to everyone involved for bringing this podcast together. We are excited to hear from you with any questions, feedback or suggestions for future episodes that you might have. Send a Direct Message to @peach.business

If you are excited for what’s to come, please like this episode, follow the podcast and share it with your friends. We are thrilled you’re here.

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Check out my FREE Pricing Training you need to set your prices for profitability.

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This podcast episode was recorded on the lands of the Wurundjeri People of the Kulin Nation and I’d like to acknowledge them as the Traditional Owners and custodians of this land and water that I live, work and play on. I’d like to pay respect to elders both past and present, and note that sovereignty has never been ceded. This always was and always will be Aboriginal and Torres Strait Islander land.