This content was created by Christian Polk. This content was uploaded by Christian Polk. This is a YouTube video titled "Asking questions like the top 1% in sales" (created 2026-01-30T19:55:24+00:00). The excerpt is a spoken sales coaching monologue by a single speaker (labeled SPEAKER A) focusing on handling resistance in discovery calls: how to ask specific, thoughtful questions to surface concrete problems, use tone, and drill down (illustrated with a chef example).
Chapters
It's a lot of resistance in the discovery. Okay, like, resistance in what way? Like, a lot of them. So first and foremost, if you noticed, I'm asking specific questions on why he's here, I need specific problems. Especially because I'm on an improvement offer. I need to know what they want to improve on. Specifically, I need to drill down to specific problems I can actually help with. For example, if I was teaching someone how to be a better chef, they showed up to me and they're like, yeah, I just want to be a better chef. Like, okay, better at what do you want to get better at? The cutting, the sauteing? Like, what specifically you have having a hard time with? What are you running into right now that would even have you looking for getting better? I need those things. But notice when I do ask the questions, I'm taking my time. Me asking, hey, what type of help are you looking for specifically? I did not have to think about that question, but the way that I asked it on my sales call, I thought about it, well, what are you looking for? Like, specifically? Like, I'm thinking about the question, and if you notice what that caused him to do is then have to actually give thought behind the answer. So I got a more thoughtful answer because I made it a more thoughtful question. And even. Even though I asked that question the same time, right. For thousands of plus sales calls, that's when tone plays a key, key role at this point.
