In this YouTube excerpt, sales rep (Speaker A) attempts to close a $7,500, 12‑month online fitness‑coach program with a prospect (Speaker B) who initially balks, saying “I need to think about it.” Real‑time coach Christian Polk interjects throughout, labeling the objection as a money issue, pointing out hedging language, and guiding the rep on how to re‑frame the conversation. The rep moves from acknowledging the prospect’s honesty to probing the prospect’s desired outcomes (earning $5K/month, quitting a job), confirming commitment, and offering a payment‑plan option (credit‑card). He shifts focus from price to results, asks a future‑benefit question, and seeks a firm “yes.” Polk highlights each tactic—objection classification, outcome‑focused questioning, commitment extraction, payment‑plan suggestion, and final “tap” to close—demonstrating a concise, high‑velocity objection‑handling workflow that turns a hesitant prospect into a closed sale.
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Like I said, it's a one-time installment of $7.5K for the next 12 months.
That's a lot of money. I probably just have to think about it. Okay.
Think about objection. But it's really a money objection because he said that's a lot of money. Just handle the money. Don't go think about it.
Fair enough. Thanks for being honest with me, bro. And just out of curiosity, like, you know, what exactly is it that you need to think about?
That question not needed because he already told you he needed to think about the money because it's a lot of money.
I mean, it's a lot of money.
And we just got the same thing over again. No bueno.
To be honest, like, I don't really know if I have the commitment to kind of just go into it right now.
All right. I appreciate the honesty. Thank you for that. And just, just so I'm super clear, like finances to the side for a second, like does this program—
Isolated and getting buy-in. Solid.
Sound like it has everything you're looking for to hit $5,000 a month?
Yeah, it completely does, to be honest.
Okay. And why do you feel like this program would help you make $5,000 a month?
Because I mean, it has, it has really everything I need. Like it has the coaching, it has the skill. And I think it has everything I need.
I want you to really think about this for a second.
He keeps on saying, I think, I think. That is ambiguous language, which means he's hedging. He's not completely bought in. This is something you probably should explore if you want to shorten your objection handling cycle.
6 months' time from now, you're making $5,000 a month as an online fitness coach. You're able to quit your job that you've wanted to quit for the last 3 fucking years, and you're able to do this full time. If at the end of 6 months you're making $5,000 a month, do you think that that investment would be worth it?
100%. It would.
Like, do you see how that would benefit you? Yeah, it would benefit me a lot. Okay, so just to be super clear, is it the fact that you just don't have the $7.5K upfront? Is that the main thing holding you back?
Yeah.
And Tom, the reason that we do—
so we got that it's a logistical money objection, which makes it a lot simpler. So we just got to offer payment plan and to see if like that would actually work for him. There does seem to be a little bit of fear. We're not really addressing it at all, but let's see how it goes.
An upfront installment is that I find that the clients that pay in full are more committed. So is it like a credit card you can put on? Is there savings or something else?
Oh yeah, I have a credit card. I could probably put it on.
Listen, bro, like, I don't want to sell you something that you're not 100% committed to, and I don't I don't want to get you into a program just because you're on the phone with me. Like, I actually want to change your fucking life. And so if I got you into the program, you know, and I got you into that $7.5K deal, I would just need to know that, like, are you prepared to do everything in your power to get into this program and follow the steps so I can actually get you to $5K a month? Because that's what I want for you.
So what he did really well there is he took the focus off of the program, he took the focus off of the price, and he put it on the prospect and the results. Understand, people think by talking. So if he's talking about the results and him putting in the work, that's what he's focusing on. Again, get them to focus on the outcome rather than just what they're putting down.
I think you're right. I think you're 100% right.
Okay, so is that like a— is that like a yes or is that a frick yes?
It's a yeah.
Bro, I can't hear you. Again, I'm, I'm not going to work with you unless you're committed, bro. Like, I need, I need to hear a sense of enthusiasm, big dog. Is that a yes or is that a frick yes? That's a frick yes.
All right, all right, bet, bro.
I'm just sending you, sending you a text right now.
Boom. So overall, this was pretty much sold, and he just needed a little bit of a tap to get him over the edge. He didn't do too much, got him over the edge, got the sale. Can't complain.
