This is a sample. A real-shaped HVAC prospect, run through the free tier.
Run yours free →DISCOVERY QUESTION BUILDER · SAMPLE
Built for a Commercial HVAC contractor on Rooftop unit replacement for a food processing plant.
VALUE-DECISION SCORE
82
Mostly value
Higher means this deal is leaning toward a value decision.
This reads the notes you entered, not the prospect directly. The more of their real words you paste, the truer it gets.
WHAT I SAW IN THE NOTES
Risk and value signals already in play, ask about these:
Price-pressure signals, defuse these early:
On the rooftop unit replacement, what has it cost you before when a contractor missed something, in dollars, downtime, or scramble?
WHAT A GOOD ANSWER REVEALS
A real number or a story here means risk, not price, is what they actually weigh. Silence means you have to put the number there for them.
Besides the number on the quote, what will actually decide who you pick for this replacement?
WHAT A GOOD ANSWER REVEALS
If they cannot name anything past price, the deal is yours to lose, and you have to give them a reason, fast.
You mentioned the line sat idle last time. What happens to you, personally, if that happens again on this job?
WHAT A GOOD ANSWER REVEALS
Personal stakes tell you who the real decision-maker is and how much risk they are carrying. That is the fear your pitch has to answer.
If you went with the lowest bid and it failed the inspection, who is on the hook to fix it, and what does that cost?
WHAT A GOOD ANSWER REVEALS
Naming the person and the cost makes the cheap option feel expensive, which is exactly the reframe you want.
What is driving the timing on this replacement, and what does it cost you if the inspection window slips?
WHAT A GOOD ANSWER REVEALS
A hard deadline with a cost attached is the strongest sign this will not be decided on price alone. It is the opening your reliability was built for.
Two minutes. Calibrated to your prospect. Free.