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Sales Conversation Health Calculator

Score your discovery call across 5 dimensions. Identify which objections are hiding in your gaps, and get specific questions to prevent them before they surface.

“The best salespeople rarely hear objections. Not because they have silver tongues, but because they prevent objections during discovery.”
01How it works

Every objection is a question you should have answered earlier.

Every objection a prospect raises is a question you should have answered earlier in the conversation. This calculator scores your most recent discovery call and shows you exactly where deal-killing objections are likely to surface, before they do.

Who this is for

B2B salespeople, AEs, and sales leaders who believe in preventing objections rather than handling them.

How to use it

For each question below, select Yes (fully covered), Partially (touched on but not thorough), or No (not addressed). Results update live as you go. Pre-filled with an example scenario. Replace with your own answers for actionable insight.

02The calculator

Score Your Discovery Call

A. Understanding Their World
Prevents: “I don’t think you understand our situation”
A1
Can you describe the prospect’s current process for solving this problem without referencing your product?
A2
Did you identify who is personally affected by this problem and how it impacts their day-to-day?
A3
Do you know what they have already tried to fix this, and why those attempts fell short?
B. Quantifying the Cost of Inaction
Prevents: “We don’t have budget” / “This isn’t a priority”
B1
Did the prospect state, in their own words, what this problem is costing them?
B2
Did you connect their problem to a broader business outcome their leadership cares about?
B3
Can you articulate what happens if they do nothing for the next 6 months?
C. Decision Process Clarity
Prevents: “I need to check with my team” / Deal stalls with no explanation
C1
Do you know every person who needs to approve this purchase and what each cares about?
C2
Did the prospect walk you through their evaluation and buying process?
C3
Do you know if budget is allocated or if they need to build a business case?
D. Competitive & Alternative Awareness
Prevents: “We’re going with [competitor]” / “We’ll build it in-house”
D1
Did the prospect tell you what other solutions or vendors they are considering?
D2
Do you understand why “doing nothing” or “building internally” might be their most likely choice?
D3
Can you explain what would make them choose you using criteria they stated, not ones you assumed?
E. Next Steps & Momentum
Prevents: “Let me think about it” / “Send me some info” / Ghosting
E1
Did the call end with a specific next step (date, time, named attendees)?
E2
Did the prospect confirm they see enough value to continue evaluating?
E3
Do you have a mutual action plan where both sides have tasks before the next conversation?

Your Conversation Health

49%OVERALL
Go Back to Discovery

Go Back to Discovery

Significant gaps in your discovery will likely surface as objections. Use the recommendations below to fill these gaps in your next conversation.

36.5 / 75 points
A. Understanding Their World
13/15Strong
B. Quantifying the Cost of Inaction
5.5/15Critical Gap
Likely objection: “We don’t have budget” / “This isn’t a priority”
C. Decision Process Clarity
5/15Critical Gap
Likely objection: “I need to check with my team” / Deal stalls with no explanation
D. Competitive & Alternative Awareness
2.5/15Critical Gap
Likely objection: “We’re going with [competitor]” / “We’ll build it in-house”
E. Next Steps & Momentum
10.5/15Gaps Present
Likely objection: “Let me think about it” / “Send me some info” / Ghosting

Objection Risk Report

4 areas below threshold, 49% overall

Predicted Objections
  • D. Competitive & Alternative Awareness (17%) → “We’re going with [competitor]” / “We’ll build it in-house”
  • C. Decision Process Clarity (33%) → “I need to check with my team” / Deal stalls with no explanation
  • B. Quantifying the Cost of Inaction (37%) → “We don’t have budget” / “This isn’t a priority”
  • E. Next Steps & Momentum (70%) → “Let me think about it” / “Send me some info” / Ghosting
Top Recommendations
1
D. Competitive & Alternative Awareness
Ask: “Are you evaluating other options right now, or is the real question whether to do anything at all?” This surfaces the true alternative before it becomes a surprise.
2
C. Decision Process Clarity
Ask: “If we both decide this is a fit, walk me through what happens next on your end.” Map every approver and their criteria before you advance the deal.
3
B. Quantifying the Cost of Inaction
In your next conversation, ask: “If this problem stays the same for two more quarters, what does that look like for [stated outcome]?” Let them quantify the cost in their own words.
Each weak category predicts a specific objection. The recommendations above target your lowest-scoring areas first. Fill the gaps before your next conversation.
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