6.2Recurring problems (playbook)
The essentials in 30 seconds
- Reflex: one symptom = likely causes = an action sequence — diagnose before fixing.
- Root: a recurring block almost always comes from the system (rates, scripts, rituals), not people.
- Order: start from the table's most frequent cause, then verify on your numbers before applying the rest.
Younes thread — 1 year on: the playbook pinned to the wall
One year on, Younes keeps this playbook next to his phone. Verdict: three lines served him most — ghost quotes, systematic "too expensive" and the full pipeline that never signed. For each, he ended up fixing the root (taboos asked early, value before price, mini-yeses and locking) instead of repeating the symptom.
Observed symptom, verified causes, actions in order: the reflex holds in three steps.
One reflex per symptom
Most sales blocks are old classics. Linking each symptom to likely causes and an action sequence saves precious time.
| Symptom | Likely causes | Actions |
|---|---|---|
| Zero meetings despite calls | no permission, monologue, no slots | 30 s + trigger + 2 slots, call goals |
| Open rate dying | vague subject, brick, no follow-up | 40 chars tested + 120 words + D+3/D+7/D+14 |
| Ghost quotes | taboos unasked, no dated next | budget/deciders early + 24-h report + breakup |
| "Too expensive" everywhere | price dropped without value, reflex discount | recap value + silence + scope + counterpart |
| "I'll think" sleeping | screen accepted, empty follow-ups | name + value each time + D+30 breakup |
| Full pipeline, nothing signing | no mini-yeses, unlockless closes | validate stepwise + adapted close + 24-h writing |
| Negotiation discounting | no floor, no BATNA | 3 numbers + net + shrinking concessions |
| Customers leaving at year 1 | sign then vanish | 90-day onboarding + ABC + D-60 renewals |
| Team not logging | 50 fields, no checks | 4 fields + weekly review + exemplary manager |
Ready-to-say script — name the symptom before fixing (1 min)
"My symptom: [zero meetings / ghost quotes / systematic too expensive]. My #1 hypothesis: [the playbook's most frequent cause]. I verify on my numbers then apply the sequence. I review in two weeks."
Copy-paste template — express diagnosis sheet
Observed SYMPTOM (facts and rates): ...
Since when / frequency: ...
Likely CAUSES (playbook 6.2): ...
Verification (CRM, rates, call reviews, pipeline): ...
ACTIONS (in order): 1) ... 2) ... 3) ...
Targeted SYSTEM (rates, scripts, rituals): ...
REVIEW in 2 weeks: improved? stable? worse?Small business / tight budget
No formal table: one symptom, one cause verified on numbers, one dated fix.
Algeria SME
Include local realities in causes (network, peaks, phone/WhatsApp channels, travel) before concluding a will problem.
Remote / hybrid
Add the follow-up circuit to likely causes: at a distance, untraced follow-up looks like a lost prospect.
Cross-cultural
Check local practices before acting: a follow-up rhythm or closing pressure suited here may antagonize elsewhere.
48h challenge — apply tomorrow
Spot 1 current symptom in your sales, fill the express diagnosis sheet and test the 1st action.
- I can link a symptom to its likely causes.
- I have filled (or scheduled) an express diagnosis sheet.
- I know the referral to the level to dig into for my case.
Younes hears "too expensive" at every meeting. Which reflex does the playbook apply?
The same pain returning endlessly isn't ten incidents: it's a system to fix (rates, scripts, rituals).