Short coaching clip advising salespeople to be intentional and present when asking questions on sales calls. Recommends using direct questions (vs. roundabout ones) to force clear answers — e.g., asking why the prospect doesn't rely more on referrals, which prompts an honest explanation that referrals "aren't working."
Make sure we're being intentional with the questions as far as, like, just make sure you're really present on the call as far. Because, like, just when we ask the questions, we want to make sure that they kind of, like, make sense, if you know what I mean. Where we're, like, we're asking. Okay, gotcha. Why not just keep relying on referrals? Why not just do more of that? And then I'll be like, well, I can't, because it's not working. So if I say, why not just do more of that? Then you're forcing me to tell you that it's not working. As opposed to kind of like a runaround question where I just be more direct with it when you're asking that. But everything else was good.
