What if the sales process you're so proud of is actually driving away your best prospects? Most founders build elaborate sales machines that prioritize features over feelings, scripts over service, and closing over caring. The result? Ghosted prospects and frustrated founders wondering why their "perfect" process isn't working.
In this eye-opening episode, we sit down with sales powerhouse Drewbie Wilson, who has generated over thirteen million dollars in revenue by flipping the sales script entirely. Discover why authentic conversations beat scripted responses every time, how to build a sales playbook that actually converts, and the three real objections hiding behind every "I need to think about it." Drewbie reveals the counterintuitive truth that selling less actually helps you sell more, and why your next hire might be more important than your next feature.
Sales isn't magic, despite what many founders believe. It's a learnable set of skills built on a foundation of genuine curiosity about your prospects' problems. The most effective sales playbooks aren't rigid scripts but conversation guides that help your team ask better questions and listen more intently.
The secret lies in understanding that people buy from people, not logos. Whether you're selling to a corner store or a Fortune 500 company, there's always an individual making the decision. That person needs to trust you, believe you understand their challenges, and feel confident that choosing your solution won't put their job at risk.
Start with your customer avatar. Who exactly are you talking to and why should they care? Once you know your ideal customer inside and out, craft questions that get them talking about their pain points and desired outcomes. People love discussing their challenges when they feel heard and understood.
Remember, there are only three real objections in sales: price, timing, and needing to consult someone else. Everything else is usually a smokescreen for one of these core concerns. When someone says they need to "think about it," they're either confused by too much information or using a polite exit strategy. Your job is to uncover which scenario you're dealing with and address it directly.
The best sales professionals know when to talk and when to listen. If you want to be interesting, you have to be interested. Ask thoughtful questions, then shut up and let your prospect reveal exactly what they need to hear to move forward.
Watch the Full Episode on Stop Building Sales Processes That Turn Customers Into Ghosts with expert Drewbie Wilson below:
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