Nicolas ColeCo-Founder Ship 30 for 30, Premium Ghostwriting Academy

The Sales Trick Nobody Talks About #sales #shorts

30 May 2026 · 1 min

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1:00

In this short monologue, Nicolas Cole argues that every client objection is fundamentally an unanswered question. He claims that true sales skill lies not in traditional selling tactics but in providing clear, specific answers that educate the prospect. By educating prospects—especially through a pre‑call “book of call” sequence—prospects come to understand the value of the offering on their own, eliminating the need to “sell” the sequence itself. When prospects are educated, they are more likely to agree with the salesperson’s point of view, reducing the heavy lifting required by the sales team.

Chapters

Every single client's core objections are really just unanswered questions. The skill of sales actually has nothing to do with sales. The skill of sales has everything to do with your ability to answer the client's questions with such clarity and specificity that they become educated themselves to the point where they agree with your point of view. This is a good idea. Nobody wants to do a book of call sequence if they don't understand what it's actually solving. If you are uneducated, you are never going to hire a ghostwriter to create a book of call sequence. But if you are educated and you understand, you're like, wow, I never really thought about that. Someone booked a sales call and it's 5 days out and they're not going to hear from us. Once you understand that and you understand, wait, and wouldn't it be really great if the prospect showed up more educated so that my sales team didn't have to do as much of the heavy lifting? Once you understand that, you don't have to be sold building this sequence. There's nothing to sell you on. You are now selling yourself on it because you understand it, because you're educated.