Christian Polk handles a prospect who demands the price upfront before continuing the conversation. Polk defers pricing to the end and questions who booked the call, maintaining control of the agenda instead of letting the prospect dictate terms.
I just really want to know what the price is.
Yeah, we'll talk about that at the end.
Well, I mean, I kind of want to talk about it now. Like, just tell me what the price is and then I'll let you know if we should even continue the conversation. What?
Who booked on whose calendar?
I mean, I ended up on your calendar. Okay, so then whose call is it? I booked it. It's mine.
No, no, no, no, no. Now, this is obviously satire and he's really, really steering into the stereotypes. So I got to appreciate that, right? It's a good chuckle. The real thing that you can take away from this, having frame control on a conversation. This is satire. So what is not frame control and what is not being an authority is feeling some type of way if somebody hops on the call and they're kind of weird. If I allow you to affect me emotionally, then I'm giving you some type of power over me. So authority is not domineering. It's just not being affected. If somebody like hops on a call and they're being like weird, I'm gonna call it out in like a joking way. And it's not really that big of a deal. And if it keeps happening, I'm just going to say, okay, bro, we don't have to have this conversation. We're not allowing somebody to pull out negative emotions to you. This will also help with your blood pressure too. But what he shows is ultimately when you're having a sales conversation, they come into the call the way that you need them to come into the call. Like it is your sales call. You've had this conversation thousands of times. You do not let the prospect hop on and dictate the conversation. Now I want to recommend drinking Hennessy while you are selling. Maybe that's the secret sauce. I don't know. I'm going to have to try it. But overall, maybe don't yell at your prospects.
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