This YouTube video (hosted by Sabri) answers a viewer question about how much to present to a prospect. Sabri takes a contrarian stance against giving a bare-minimum pitch and instead recommends diagnosing the prospect's problem thoroughly, demonstrating capability by helping a bit (a "taste"), then explaining how you'd solve the problem, who you've helped, and the process — before closing. He notes that higher-priced (10K+) sales require more in-depth proof and demonstrations. The video ends with a usual YouTube call-to-action (like/subscribe).
Chapters
Send me no three roads. That's my affirmation. See, I just start, man. It's like clockwork. I get in the car. Yeah, I got music and shit, man. I get in the zone, dog. That is high level. I don't talk about it. I do it. Okay, this is one. Hey, guys. This week on hey Sabri, I'm answering Albert de Vincent's question. He says, hey, Sabri, I've been stuck lately on how should I approach presenting? What is the extent of your presentation to a prospect? Regardless of the specific service being presented? Do you only show and tell the prospects what they absolutely need to know to continue to move forward to an agreement? That's also a great question. So the what my stance on this is different to a lot of people. I take a contrarian view on this where there's a lot of salespeople that are like, you want to keep, like, give that prospect the absolute bare minimum and keep the cheese behind the gate that they want, and then that's what's going to convert the largest percentage of people possible. Right? And that may work if skepticism wasn't so rampant. But because, you know, you're very, very rarely, if ever selling somebody the solution to their problem, that this is the first time that they're purchasing it. Typically they've purchased many things before and it's never worked and they become highly skeptical. So the way that I like to go about it is I like to prove to that I can help them solve their problem by actually helping them. That doesn't mean that I'm talking about all the features and everything that's included. That's definitely not what I'm saying. But you want to do a really good diagnosis to find out, first of all, whether or not you think that you can even help this person. And then by identifying some of those key problems that they're experiencing and how you think that you could help them, then and only then you say, okay, well, look, based on that, you help them solve a little bit of their problem and give them a little bit of a taste. It's like going to a nice restaurant and they bring out, you know, the entree and get your taste buds going crazy. And then you like just order half the menu on that thing. The same thing that you want to do, you want to show them that you can help them by actually helping them a little bit. But you do want to focus the main, you know, majority of that call on the problem that they're experiencing, what they've done in the past to try and solve that problem, what's worked, what, what hasn't worked. And then from that point, what you can really do is then start to go, okay, well, this is basically, you know, how I can help you. This is who the other people that I've helped. And this is what the process would be. And then go for the close, right? So it's like it depends on the price point that you're selling at as well. Like, if you're selling high ticket, like, and when I say high ticket, I mean the real high ticket, none of this 2K stuff, I'm talking about, you know, 10K plus, then that's a much more involved sale. And you're gonna need to demonstrate and you're gonna need to have some depth to your claims with proof and all that kind of stuff to show them. But really, it's just about articulating to them that you definitely know the problem that they're experiencing. You've seen it, you've helped other people solve it, and you can help them solve it. I hope that helps. Hey, guys, if you enjoyed this video, make sure that you click the like button and subscribe. We're dropping a video on YouTube every other day, and if you've got any questions about any of I covered in this video, just basically leave a comment with heysubrey in the comment section. And every week we're also trying to go through all those questions and get them answered. So go ahead, click subscribe, and we'll see you in the next video.
