Speaker (Eric Deeran) addresses the common sales objection “I’m going to try to do this myself,” arguing that this response usually means the salesperson failed to establish a large enough problem-gap during discovery. He advises diagnosing whether the issue was not framed as serious enough and uses a medical metaphor (burst appendix) to show how absurd it is to try DIY on serious problems.
All right, so let's say the prospect says, hey, I'm going to try to do this myself. You're going through your entire call, you get to the end, they say, hey, this sounds good, Eric, but I'm going to try to do this myself. What do you do then? Well, the first thing we want to look at is what did we say? Or not say? Or how did we not build a big enough gap in the discovery section of the call so that they would think that they could do it themselves? Because if you really think about it, these people can't do it themselves. And that's why they're on the call with you in the first place, is because they. They can't do it themselves. So them saying that naturally means that we didn't establish a big enough gap on our actual call, or it's not a big enough problem to them to where they think they need outside help. It's kind of like you going to a doctor. They end up diagnosing you. They say that your appendix has burst, and then you say, well, you know, it's not that bad. I think I'm going to try to do it myself. I'm going to try to, like, fix it myself. That's absolutely ridiculous. Like, you wouldn't say that.
