PAT BERRY — DIRECT SALES COMPANION
CHAPTER 6: Discover Why, What, When
Starter worksheet for review — October 19, 2026

A useful discovery conversation fits on one page. Ask why the change matters, what a good result looks like, and when a decision or next step makes sense.

1. Why: What prompted you to look at this now? What happens if nothing changes?
2. What: What have you tried? What would a useful result look like? What constraints matter?
3. When: What timing works? Who else should be involved? Summarize what you heard and ask for correction.

Direct Sales application
Capture the person's own priorities. Do not collect sensitive health or financial details just to improve a pitch.

Why What When discovery
Person or reference ID:
_______________________________________________________

Why now:
_______________________________________________________

What they want:
_______________________________________________________

What they tried:
_______________________________________________________

Constraints:
_______________________________________________________

When:
_______________________________________________________

Who else is involved:
_______________________________________________________

Agreed next step:
_______________________________________________________

Permission to follow up:
_______________________________________________________

Use verified facts. Personalize examples. Keep private customer records in your own secure system.