Mock Discovery Call: What Real Sales Conversations Actually Sound Like

In this episode, Larry and Cody do something rare: they run a fully unscripted mock discovery call so coaches can hear what a real consult sounds like—not a perfect script, not a role-play where the client rolls over, but an authentic conversation with resistance, uncertainty, and nuance. Larry plays a skeptical, achy 55-year-old client, while Cody navigates the conversation exactly as he would in real life. 

As the call unfolds, Cody demonstrates how to ask better questions, slow the conversation down, and help a client feel understood without prematurely pitching solutions. Coaches will hear how to uncover goals like confidence, longevity, and “not paying the price tomorrow,” while avoiding common traps like over-explaining or defending value too early. 

The episode closes with a breakdown of why the call worked: how Cody determined fit, framed the next step, and created clarity without pressure. If you struggle with discovery calls, handling objections, or moving conversations forward naturally, this episode is a masterclass in consultative selling done right.