A short YouTube coaching video (Sabri Suby, uploaded by Nate Tilley) advising salespeople to prioritize diagnostic questioning over friendliness during discovery calls. The speaker urges reps to suppress emotional reactions, extract factual information, avoid giving premature solutions (which create false progress), and focus on solving the core acquisition problems: traffic, conversion, or closing. The segment ends with a call-to-action to like/subscribe.
Chapters
The thing, the feedback that I can hear from when you're on the phone is you really just need to tone down the friendliness. And, like, you can't be the man with a hammer that every single thing looks like a nail. It just. You have to be like, I know that you're probably used to personal selling and, like, selling on your personality, but if I could give you any tip from the limited calls that I've heard you making when I walk past your desk is just to tone it back. Yeah. Don't be extremely friendly when they're telling you things. Don't go and expand on what they're telling. I know that's your natural instinct, because that's what most salespeople do, is, like, they hear one thing and they have got something to talk about on that thing. So they go down rabbit hole and they just talk about that thing for five minutes. We're not there to do that. We are there to do a diagnosis. We're not there to. To be extremely relatable to them in that discovery stage of the phone call. That's not the goal. The goal is just to get the facts. So you just need to be, like, dive and probe on getting those things. Like, the biggest piece of advice that I could give to you is the surgeon analogy. You need to apply that more, man. Don't be as friendly. And I'm not saying you have to be cold, you have to be a dickhead or anything like that. Do your best to get all of the information and all of the facts without putting your spin on it. You're like, hey, I saw that you recently bought Sudbury's book. Are you looking for ways to get new customers? Yes, I am. Awesome. Tell me about what you guys are currently doing to get customers. Or we spend a million dollars a month on Facebook. I don't even wanna hear you go, whoa, a million dollars. None of that. Okay, A million dollars. How's that going for you? Or I spend $1 a month. Okay, and how's that going for you? Whether it's a dollar or it's a million dollars a month, do not give any emotion out because there's no need to do it. You just. All you're doing is getting the facts. You're going there to get the facts. You're not showing your emotion. You're not showing any cards. And then once you get all of the information, you know, I'm not saying that you, like, you want to be a complete douche about it, but that that conversation has a very specific outcome. That we're trying to get to. We're not calling them up for a little chit chat. We're calling them up to help them solve a problem that they've got. And what these people look to do is they look to have a chat with you and they look for you to may impart some knowledge to them so that they feel like that they have made some progress towards getting their goal, but they haven't. Because the only way that they make that to get to that goal is when a transaction takes place and there's an exchange of value and we can actually help them. But a lot of people get like that fake dopamine hit. If you jump on the call and you're just telling them how you're going to fix everything, or you're showing them five different landing pages that are really good, they think in their mind that they're actually seeing progress and then that limits their motivation to actually do a deal with you because they feel like that they've got this false sense of progress, but they don't. Right. So like the whole thing is to find out what's going on, what they're doing, and then after you've presented all the facts, the thing isn't go, oh, well, look, this is what you need. You need this funnel. Watch this video here. Or look at these 16 different landing pages. It's just to look at the facts. Okay, cool. Well, if we have a look at what's going on right now, it sounds like you're not getting enough leads. Yeah, that's exactly correct. Well, I can tell the reason that you're not getting enough leads is because you're not sending any traffic to. You're not getting enough attention in the marketplace. So the first thing that we need to do is look at getting some eyeballs on exactly what it is that you do that is Facebook or Google bringing people to you. And then we need to develop you a landing page that has a really high conversion rate so you can make this whole exercise profitable. Awesome. Well, can you tell me about all of these different landing pages and da da da da da da. Well look, the issue really is right now is that you're getting one lead per month. And we need to figure out how we can get you 5, 15 or 20 leads per month. So I can show you landing pages, but at the end of the day, what I'm going to show you is going to be different to what we're going to do for you. And then you just stay on the problem. You stay in it Right. That is it. If you break it down to its first principles, like if you look at anybody's business, there's only three reasons why their business isn't going to be growing. Essentially, if you're looking at the customer acquisition piece, so they're not getting enough traffic, they're not converting that traffic, or they're not closing the leads. That's it. It's not that this website has got a Christmas tree on the front page or any of that kind of stuff. Right. It's just boiling it down to its first principles and looking at what is the problem that this business is experiencing, what are the symptoms, and how to help them solve those problems. And that's it. This is a prescription. Let's rock and roll. Let's do this. Yeah. And then obviously handling all the objections that come up throughout it. So it's obviously good that you've got those fresh leads coming. You're getting nine proposals out. Just be really conscious. If you need to listen to the calls, get Dave to pull a recording for you to listen to yourself. You need to listen to yourself over and over and over and over again. Right. If you're making 500, 600, 1000 calls and you're not getting the outcome that you want to, it's definitely in the approach. And we need to look at that approach. Yeah. And there's enough guys for you to hear, to listen to and listening to your calls and then go, hey, could I listen to one of Brian's calls? What about Andy's calls or Dave's calls? And just listen to them side by side and you do your own thing. Go, okay, this is where it's different. Like, these guys are really cutting straight to the problem right away. But I'm off talking about something else. Do you know what I mean? If that's the case. But, like, there's going to get to a stage with all of you new guys where it's like, if you're not seeing the success that you want to, but you are putting in the calls, it's the approach. So you need to just figure out what that approach is. 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. 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