Alex Hormozi shared a ridiculously simple way to dig deeper during discovery.
And it's only two lines...
“Tell me more about that.”
“Can you give me an example of that?”
That’s basically it.
A prospective customer says sales are down.
“Tell me more about that.”
They say they aren’t getting enough leads.
“Can you give me an example of that?”
They explain that they’re getting leads, but they’re mostly smaller accounts.
“Tell me more about that.”
Eventually, you discover the real issue.
They don’t need more leads. They need more of the right leads.
That distinction matters.
Most of us hear the first problem and immediately start solving it.
These two prompts force you to stay curious a little longer.
Hormozi calls them his two “magic questions” for digging in during discovery. You can watch the short clip here:
But knowing the questions is easy.
Using them naturally in a real conversation takes practice.
So try it.
Click here to open Sales Coach Pro and ask Coach to help you build this:
I want to practice sales discovery. Create a realistic prospect who initially gives me a surface-level problem. My goal is to uncover the deeper problem by primarily using “Tell me more about that” and “Can you give me an example of that?” Don’t reveal everything immediately. Make me dig for it through the conversation.
Then start the roleplay and see how deep you can get before you start pitching.
Talk soon,
Adam