A reaction video by Christian Polk analyzing a sales call where a prospect insists on price. The clip includes the original salesperson's handling of the objection (holding frame, redirecting to qualifying questions) followed by Polk’s critique and suggested improvement (emphasize that offerings are custom rather than many packages).
Chapters
I just want to cut straight to the chase. Price for the price totally makes sense. And we have programs that range from all budgets. So, you know, what I'd like to do is just basically ask you a few questions to see exactly where you're at so I can make the best recommendation for you. Is that fair? Yeah, that makes sense. That makes sense, bro. But I'm just like, you know, I just really want to know how much it costs. Okay, Can I be transparent with you? Yeah. We're not the dollar store version of what you're looking for. And so if you're looking for the cheapest price, I can refer you to one of my cheaper competitors. You know, for a lower quality service. What we do is a premium service that guarantees results. And like, if we're going to take you on as a private one on one coaching client, I'm going to make sure that you get the result that I promise you. So we're. Are you just looking for the cheapest, you know, lowest quality service? Are you looking for a service that guarantees results?
This is really solid. Things he did really well is holding frames. So understand when you do hop onto a call, we have two competing frames. Like how you view how this conversation is going to go. That's what a frame is. And the person with the strongest frame is going to win. Now, sometimes with prospects who have higher egos, they're going to try to take control of the conversation and if you waver at all, your frame collapses and then they dictate how the conversation is going to go. Now, something that I would change from what he said, because anytime a prospect challenges your frame, ask for the price up front. You just want to diffuse it and push the call forward. I'm always going to frame the diffusion as what we have is custom. The reason why I say, hey, it's custom rather than we have a ton of packages because logically, what somebody can say if I'm just like, oh, we have a ton of packages, I just need to know what you have or what you're doing just to see what you know is the best fit for you. What are all your packages, man? And I'll tell you which one is the best fit for me versus well, hey, yeah, do. We could definitely go over all that for sure. But just so you understand, what we do, it's going to be fairly custom based off of really where you're at, where you're looking to go. Just. Just to see if I can even help in the first place. Ask your question. Right. So it's custom rather than you have a bunch of packages. It'll just make it to where you run into less bullshit on the back of that first reframe, then what he did after the second reframe them keep pushing. Good job of not giving in to their frame.
