--- title: Flip the Script | Season 4 | Diagnostic Selling --- [FREE SALES TRAINING HUB](https://www.flipthescript.com/season-4#) [ Season 1 ](https://www.flipthescript.com/season-1) [ Season 2 ](https://www.flipthescript.com/season-2) [ Season 3 ](https://www.flipthescript.com/season-3) [ Season 4 ](https://www.flipthescript.com/season-4) [ Personalization at Scale ](https://www.flipthescript.com/personalization-point) [ Core Sessions ](https://www.flipthescript.com/core-sessions) [ Silver Bullet Central ](https://www.flipthescript.com/silver-bullet) [ Becc Stack ](https://www.flipthescript.com/becc-stack) ### Season 4 **Diagnostic Selling** is series that collectively, comprises all of the thoughts, traits, motives, frameworks, intentions, behaviors, heart, actions to take, questions to ask, and principal DNA, of what it means to sell…. & to sell well. Full disclosure—By & large, it’s not how selling is done today. I guess my hope, is that it’s how selling is done tomorrow…. By one person. And then, by maybe 2 people. And then by anyone & everyone, that once told a recruiter, that they wanted to go into sales… because they were a “people person” & wants to hold true, or make good on that promise—Even if they only half meant it, at the time. It has 4 sections. 22 episodes, in total. And around 2 hrs. per episode. Each episode has a deck—& everything is free. I really hope you like it. Even if only half as much as I liked learning about it—How much it challenged me, at times. And as much as I enjoyed the process of seeing it unfold, & work itself out, over time. But even more, I hope that it’s just the beginning. Of pushing what it means to be a seller, forward. Even if by just a lil’ bit. Looking for more in depth or focused training for your team. Connect with us to start a discussion and schedule a training session, today! [GET STARTED](https://www.flipthescript.com/season-4#services_form) - Featured Episodes [**EP** **01** **DIAGNOSTIC SELLING** **L'apéritif** 71 min --- ##### The Goal of Discovery Calls & How This Goal, & This Goal ONLY, Will Drive More Conversion INDIVIDUAL CONTRIBUTOR LEADERSHIP ](https://www.flipthescript.com/season-4/ep1-the-goal-of-discovery-calls) [**EP** **06** **DIAGNOSTIC SELLING** **L'entrée** 60 min --- ##### The 3 Metrics that Define Your Buyer’s Problems (& Examples for 10 Buyers) INDIVIDUAL CONTRIBUTOR LEADERSHIP ](https://www.flipthescript.com/season-4/ep6-the-3-metrics-that-define-your-buyers-problems) [**EP** **10** **DIAGNOSTIC SELLING** **L'entrée** 76 min --- ##### The 12 Different Problems that Your Buyer is ULTIMATELY Trying to Solve INDIVIDUAL CONTRIBUTOR LEADERSHIP ](https://www.flipthescript.com/season-4/ep10-the-12-different-problems-that-your-buyer-is-ultimately-trying-to-sovle) [**EP** **11** **DIAGNOSTIC SELLING** **Plat Principal** 100 min --- ##### Discovery Questions Part 1: The 13 Rules & 15 Tips About Asking Them INDIVIDUAL CONTRIBUTOR ](https://www.flipthescript.com/season-4/ep11-discovery-questions-part-1-the-13-rules-and-15-tips-about-asking-them) [All Episodes](https://www.flipthescript.com/season-4#) [ All Episodes ](https://www.flipthescript.com/season-4#all-episodes) [ L'apéritif ](https://www.flipthescript.com/season-4#laperitif) [ L'entrée ](https://www.flipthescript.com/season-4#lentree) [ Plat Principal ](https://www.flipthescript.com/season-4#plat-principal) [ Accoutrements ](https://www.flipthescript.com/season-4#accoutrements) [**EP** **01** **DIAGNOSTIC SELLING** **L'apéritif** 71 min --- ##### The Goal of Discovery Calls & How This Goal, & This Goal ONLY, Will Drive More Conversion INDIVIDUAL CONTRIBUTOR LEADERSHIP ](https://www.flipthescript.com/season-4/ep1-the-goal-of-discovery-calls) [**EP** **02** **DIAGNOSTIC SELLING** **L'apéritif** 122 min --- ##### Why Buyers & Sellers Lie to Each Other & What They Lie About (& How to Prevent It) INDIVIDUAL CONTRIBUTOR LEADERSHIP ](https://www.flipthescript.com/season-4/ep2-why-buyers-and-sellers-lie-to-each-other) [**EP** **03** **DIAGNOSTIC SELLING** **L'apéritif** 113 min --- ##### Losing to Status-Quo v. Indecision (& the Insidious Nature of COI Selling) INDIVIDUAL CONTRIBUTOR LEADERSHIP ](https://www.flipthescript.com/season-4/ep3-losing-to-status-quo-v-indecision-and-the-insidious-nature-of-coi-selling) [**EP** **04** **DIAGNOSTIC SELLING** **L'apéritif** 82 min --- ##### How to CREATE New Buyer Urgency Out of Thin Air (& Not JUST Attract It) INDIVIDUAL CONTRIBUTOR LEADERSHIP ](https://www.flipthescript.com/season-4/ep4-how-to-create-new-buyer-urgency-out-of-thin-air) [**EP** **05** **DIAGNOSTIC SELLING** **L'apéritif** 77 min --- ##### The 3 Steps of Diagnostic Selling: Misdiagnosis v. Missed Diagnosis (& How to 4x Conversion by Finding Them) INDIVIDUAL CONTRIBUTOR LEADERSHIP ](https://www.flipthescript.com/season-4/ep5-the-3-steps-of-diagnostic-selling-misdiagnosis-v-missed-diagnosis) [**EP** **06** **DIAGNOSTIC SELLING** **L'entrée** 60 min --- ##### The 3 Metrics that Define Your Buyer’s Problems (& Examples for 10 Buyers) INDIVIDUAL CONTRIBUTOR LEADERSHIP ](https://www.flipthescript.com/season-4/ep6-the-3-metrics-that-define-your-buyers-problems) [**EP** **07** **DIAGNOSTIC SELLING** **L'entrée** 71 min --- ##### The 3 Problems that Your Buyers Want to Solve (& How to Find Them) INDIVIDUAL CONTRIBUTOR LEADERSHIP ](https://www.flipthescript.com/season-4/ep7-the-3-problems-that-your-buyers-want-to-solve) [**EP** **08** **DIAGNOSTIC SELLING** **L'entrée** 97 min --- ##### So… What’s an Impact? The 4 Types, 4 Examples, & How They’re Different than a Problem INDIVIDUAL CONTRIBUTOR LEADERSHIP ](https://www.flipthescript.com/season-4/ep8-so-whats-an-impact-the-4-types-4-examples-and-how-theyre-different-than-a-problem) [**EP** **09** **DIAGNOSTIC SELLING** **L'entrée** 131 min --- ##### ”An Object in Motion”—The 12 Types of Trigger Events (& How to Mobilize a Buyer to Buy) INDIVIDUAL CONTRIBUTOR LEADERSHIP ](https://www.flipthescript.com/season-4/ep9-an-object-in-motion-the-12-types-of-trigger-events) [**EP** **10** **DIAGNOSTIC SELLING** **L'entrée** 76 min --- ##### The 12 Different Problems that Your Buyer is ULTIMATELY Trying to Solve INDIVIDUAL CONTRIBUTOR LEADERSHIP ](https://www.flipthescript.com/season-4/ep10-the-12-different-problems-that-your-buyer-is-ultimately-trying-to-sovle) [**EP** **11** **DIAGNOSTIC SELLING** **Plat Principal** 100 min --- ##### Discovery Questions Part 1: The 13 Rules & 15 Tips About Asking Them INDIVIDUAL CONTRIBUTOR ](https://www.flipthescript.com/season-4/ep11-discovery-questions-part-1-the-13-rules-and-15-tips-about-asking-them) [**EP** **12** **DIAGNOSTIC SELLING** **Plat Principal** 111 min --- ##### Discovery Questions Part 2: The 3 Simple Steps to Find a Misdiagnosis & Missed Diagnosis INDIVIDUAL CONTRIBUTOR ](https://www.flipthescript.com/season-4/ep12-discovery-questions-part-2-the-3-simple-steps-to-find-a-misdiagnosis-and-missed-diagnosis) [**EP** **13** **DIAGNOSTIC SELLING** **Plat Principal** 94 min --- ##### Discovery Questions Part 3: The 9 Types of Questions to Ask in Discovery INDIVIDUAL CONTRIBUTOR ](https://www.flipthescript.com/season-4/ep13-discovery-questions-part-3-the-9-types-of-questions-to-ask-in-discovery) [**EP** **14** **DIAGNOSTIC SELLING** **Plat Principal** 72 min --- ##### Discovery Questions Part 4: The 11 Questions to NEVER Ask (& Litmus Tests of Asking Bad Questions) INDIVIDUAL CONTRIBUTOR ](https://www.flipthescript.com/season-4/ep14-discovery-questions-part-4-the-11-questions-to-never-ask) [**EP** **15** **DIAGNOSTIC SELLING** **Accoutrements** 101 min --- ##### The 10 Steps to a Killer Demo INDIVIDUAL CONTRIBUTOR LEADERSHIP ](https://www.flipthescript.com/season-4/ep15-the-10-steps-to-a-killer-demo) [**EP** **16** **DIAGNOSTIC SELLING** **Accoutrements** 101 min --- ##### What to Do When a Buyer… Asks About Price, JUST Wants to See a Demo, Shuts Down Mid-Call, or WON’T Answer Any Questions INDIVIDUAL CONTRIBUTOR ](https://www.flipthescript.com/season-4/ep16-what-to-do-when-a-buyer) [**EP** **17** **DIAGNOSTIC SELLING** **Accoutrements** 80 min --- ##### How to Run a Discovery Call Differently For an Inbound v. Outbound Buyer INDIVIDUAL CONTRIBUTOR LEADERSHIP ](https://www.flipthescript.com/season-4/ep17-how-to-run-a-discovery-call-differently-for-an-inbound-v-outbound-buyer) [**EP** **18** **DIAGNOSTIC SELLING** **Accoutrements** 106 min --- ##### How to Sell Against Competitors or Speak About Them When a Buyer Brings Them Up INDIVIDUAL CONTRIBUTOR LEADERSHIP ](https://www.flipthescript.com/season-4/ep18-how-to-sell-against-competitors-or-speak-about-them-when-a-buyer-brings-them-up) [**EP** **19** **DIAGNOSTIC SELLING** **Accoutrements** 136 min --- ##### How to Sell to a 10 Person Committee Especially When the Buyers are Added by Surprise INDIVIDUAL CONTRIBUTOR LEADERSHIP ](https://www.flipthescript.com/season-4/ep19-how-to-sell-to-a-10-person-committee) [**EP** **20** **DIAGNOSTIC SELLING** **Accoutrements** 51 min --- ##### 7 Different Follow-up Email Examples to Send a Buyer & What to Send When They Ghost INDIVIDUAL CONTRIBUTOR LEADERSHIP ](https://www.flipthescript.com/season-4/ep20-7-different-follow-up-email-examples-to-send-a-buyer-and-what-to-send-when-they-ghost) [**EP** **21** **DIAGNOSTIC SELLING** **Accoutrements** 134 min --- ##### The 10 Things You’re NOT Looking for in Deal Reviews that You SHOULD Be LEADERSHIP ](https://www.flipthescript.com/season-4/ep21-the-10-things-youre-not-looking-for-in-deal-reviews-that-you-should-be) [**EP** **22** **DIAGNOSTIC SELLING** **Accoutrements** 98 min --- ##### The 9 Things KILLING Your Forecast & 9 Things that are Critical to Forecast Accuracy, that You’re NOT Measuring Today LEADERSHIP ](https://www.flipthescript.com/season-4/ep22-the-9-things-killing-your-forecast) [**EP** **01** **DIAGNOSTIC SELLING** **L'apéritif** 71 min --- ##### The Goal of Discovery Calls & How This Goal, & This Goal ONLY, Will Drive More Conversion INDIVIDUAL CONTRIBUTOR LEADERSHIP ](https://www.flipthescript.com/season-4/ep1-the-goal-of-discovery-calls) [**EP** **02** **DIAGNOSTIC SELLING** **L'apéritif** 122 min --- ##### Why Buyers & Sellers Lie to Each Other & What They Lie About (& How to Prevent It) INDIVIDUAL CONTRIBUTOR LEADERSHIP ](https://www.flipthescript.com/season-4/ep2-why-buyers-and-sellers-lie-to-each-other) [**EP** **03** **DIAGNOSTIC SELLING** **L'apéritif** 113 min --- ##### Losing to Status-Quo v. Indecision (& the Insidious Nature of COI Selling) INDIVIDUAL CONTRIBUTOR LEADERSHIP ](https://www.flipthescript.com/season-4/ep3-losing-to-status-quo-v-indecision-and-the-insidious-nature-of-coi-selling) [**EP** **04** **DIAGNOSTIC SELLING** **L'apéritif** 82 min --- ##### How to CREATE New Buyer Urgency Out of Thin Air (& Not JUST Attract It) INDIVIDUAL CONTRIBUTOR LEADERSHIP ](https://www.flipthescript.com/season-4/ep4-how-to-create-new-buyer-urgency-out-of-thin-air) [**EP** **05** **DIAGNOSTIC SELLING** **L'apéritif** 77 min --- ##### The 3 Steps of Diagnostic Selling: Misdiagnosis v. Missed Diagnosis (& How to 4x Conversion by Finding Them) INDIVIDUAL CONTRIBUTOR LEADERSHIP ](https://www.flipthescript.com/season-4/ep5-the-3-steps-of-diagnostic-selling-misdiagnosis-v-missed-diagnosis) [**EP** **06** **DIAGNOSTIC SELLING** **L'entrée** 60 min --- ##### The 3 Metrics that Define Your Buyer’s Problems (& Examples for 10 Buyers) INDIVIDUAL CONTRIBUTOR LEADERSHIP ](https://www.flipthescript.com/season-4/ep6-the-3-metrics-that-define-your-buyers-problems) [**EP** **07** **DIAGNOSTIC SELLING** **L'entrée** 71 min --- ##### The 3 Problems that Your Buyers Want to Solve (& How to Find Them) INDIVIDUAL CONTRIBUTOR LEADERSHIP ](https://www.flipthescript.com/season-4/ep7-the-3-problems-that-your-buyers-want-to-solve) [**EP** **08** **DIAGNOSTIC SELLING** **L'entrée** 97 min --- ##### So… What’s an Impact? The 4 Types, 4 Examples, & How They’re Different than a Problem INDIVIDUAL CONTRIBUTOR LEADERSHIP ](https://www.flipthescript.com/season-4/ep8-so-whats-an-impact-the-4-types-4-examples-and-how-theyre-different-than-a-problem) [**EP** **09** **DIAGNOSTIC SELLING** **L'entrée** 131 min --- ##### ”An Object in Motion”—The 12 Types of Trigger Events (& How to Mobilize a Buyer to Buy) INDIVIDUAL CONTRIBUTOR LEADERSHIP ](https://www.flipthescript.com/season-4/ep9-an-object-in-motion-the-12-types-of-trigger-events) [**EP** **10** **DIAGNOSTIC SELLING** **L'entrée** 76 min --- ##### The 12 Different Problems that Your Buyer is ULTIMATELY Trying to Solve INDIVIDUAL CONTRIBUTOR LEADERSHIP ](https://www.flipthescript.com/season-4/ep10-the-12-different-problems-that-your-buyer-is-ultimately-trying-to-sovle) [**EP** **11** **DIAGNOSTIC SELLING** **Plat Principal** 100 min --- ##### Discovery Questions Part 1: The 13 Rules & 15 Tips About Asking Them INDIVIDUAL CONTRIBUTOR ](https://www.flipthescript.com/season-4/ep11-discovery-questions-part-1-the-13-rules-and-15-tips-about-asking-them) [**EP** **12** **DIAGNOSTIC SELLING** **Plat Principal** 111 min --- ##### Discovery Questions Part 2: The 3 Simple Steps to Find a Misdiagnosis & Missed Diagnosis INDIVIDUAL CONTRIBUTOR ](https://www.flipthescript.com/season-4/ep12-discovery-questions-part-2-the-3-simple-steps-to-find-a-misdiagnosis-and-missed-diagnosis) [**EP** **13** **DIAGNOSTIC SELLING** **Plat Principal** 94 min --- ##### Discovery Questions Part 3: The 9 Types of Questions to Ask in Discovery INDIVIDUAL CONTRIBUTOR ](https://www.flipthescript.com/season-4/ep13-discovery-questions-part-3-the-9-types-of-questions-to-ask-in-discovery) [**EP** **14** **DIAGNOSTIC SELLING** **Plat Principal** 72 min --- ##### Discovery Questions Part 4: The 11 Questions to NEVER Ask (& Litmus Tests of Asking Bad Questions) INDIVIDUAL CONTRIBUTOR ](https://www.flipthescript.com/season-4/ep14-discovery-questions-part-4-the-11-questions-to-never-ask) [**EP** **15** **DIAGNOSTIC SELLING** **Accoutrements** 101 min --- ##### The 10 Steps to a Killer Demo INDIVIDUAL CONTRIBUTOR LEADERSHIP ](https://www.flipthescript.com/season-4/ep15-the-10-steps-to-a-killer-demo) [**EP** **16** **DIAGNOSTIC SELLING** **Accoutrements** 101 min --- ##### What to Do When a Buyer… Asks About Price, JUST Wants to See a Demo, Shuts Down Mid-Call, or WON’T Answer Any Questions INDIVIDUAL CONTRIBUTOR ](https://www.flipthescript.com/season-4/ep16-what-to-do-when-a-buyer) [**EP** **17** **DIAGNOSTIC SELLING** **Accoutrements** 80 min --- ##### How to Run a Discovery Call Differently For an Inbound v. Outbound Buyer INDIVIDUAL CONTRIBUTOR LEADERSHIP ](https://www.flipthescript.com/season-4/ep17-how-to-run-a-discovery-call-differently-for-an-inbound-v-outbound-buyer) [**EP** **18** **DIAGNOSTIC SELLING** **Accoutrements** 106 min --- ##### How to Sell Against Competitors or Speak About Them When a Buyer Brings Them Up INDIVIDUAL CONTRIBUTOR LEADERSHIP ](https://www.flipthescript.com/season-4/ep18-how-to-sell-against-competitors-or-speak-about-them-when-a-buyer-brings-them-up) [**EP** **19** **DIAGNOSTIC SELLING** **Accoutrements** 136 min --- ##### How to Sell to a 10 Person Committee Especially When the Buyers are Added by Surprise INDIVIDUAL CONTRIBUTOR LEADERSHIP ](https://www.flipthescript.com/season-4/ep19-how-to-sell-to-a-10-person-committee) [**EP** **20** **DIAGNOSTIC SELLING** **Accoutrements** 51 min --- ##### 7 Different Follow-up Email Examples to Send a Buyer & What to Send When They Ghost INDIVIDUAL CONTRIBUTOR LEADERSHIP ](https://www.flipthescript.com/season-4/ep20-7-different-follow-up-email-examples-to-send-a-buyer-and-what-to-send-when-they-ghost) [**EP** **21** **DIAGNOSTIC SELLING** **Accoutrements** 134 min --- ##### The 10 Things You’re NOT Looking for in Deal Reviews that You SHOULD Be LEADERSHIP ](https://www.flipthescript.com/season-4/ep21-the-10-things-youre-not-looking-for-in-deal-reviews-that-you-should-be) [**EP** **22** **DIAGNOSTIC SELLING** **Accoutrements** 98 min --- ##### The 9 Things KILLING Your Forecast & 9 Things that are Critical to Forecast Accuracy, that You’re NOT Measuring Today LEADERSHIP ](https://www.flipthescript.com/season-4/ep22-the-9-things-killing-your-forecast) ## Let’s Kick This Off ##### Modal title × ## NOTIFY ME First Name PLEASE COMPLETE THIS REQUIRED FIELD. 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