Christian Polk identifies five prospect cues that signal low commitment: stinky, fat, overly optimistic, ambiguous language, and emotional out language. He recommends salespeople hammer these prospects hard with a reality check.
If a prospect is stinky, that means they can't do the small things and follow through. So you hammer them hard as fuck on your sales calls. If they're fat, it means they don't listen to themselves. So you need to make sure you lead and you hold their feet to the fire. If they're overly optimistic, that means they have no urgency to change. You need to bring them to reality. If they say all the right things and they still have not actually changed, then they need a reality check hard as fuck. If they tell you it's nice to have or it's a wish, it's a dream, it's not real. You need to make it more tangible. If they use ambiguous language, like probably or maybe, they're giving themselves wiggle room. You need to eliminate the wiggle room. If they use emotional out language or they minimize their problem, they're giving themselves a reason why they don't need to change. You need to hit them hard. Bald people, I just don't trust them.
Comment “LAZY” and I’ll send you how I’m making $100k/mo in sales working less than 4 hrs a day
