Christian Polk shows how a prospect asking to split payment usually hides a deeper doubt. He walks through uncovering the real concern, then shares a Batman story about burning boats to reframe how the prospect thinks about committing to the full amount.
Are we able to split payment into payments?
Yeah, we could. I mean, what's the main reason though?
We got an objection. He diffused it and then he wants to understand what's actually behind the objection because splitting it up is not the real objection. There's something behind it. Yeah, like people kind of finding out and stuff.
Do they have like your bank accounts? No. I am totally fine if you split it up. I don't care. I don't care if you do half today, half next month. It doesn't make a difference to me. You're going to pay the full amount anyway.
Separating himself from needing the sale and then going into the actual reframe.
But what I will say is there is something to be said about going all in and burning the boats. I'm a huge Batman fan, so I kind of geek out on it, but there's this scene where like Bane breaks Batman's back. Batman is at like the bottom of this well. He has to climb up, but at the end, once you get to the top, there's a huge jump that you have to make. For years, like, no one has made this jump. He goes up once, he attaches the rope so that if he falls, then he's okay. He climbs up, he goes for the jump, and he doesn't make it. He trains again for weeks, weeks, weeks. He tries again. he doesn't make it. Now the third time he climbs up again, but this time he doesn't have a rope. So if he falls, he will die. And that's when he makes the jump. And the point of the story is it's like a lot of the time we hold ourselves back because we have a safety net.
So this is really good. Understand, people think in stories. So if you're reframing a belief and really trying to convey a point or getting a prospect to see something in a different perspective, if you can explain that perspective and explain that belief in a story, it'll be much, much more powerful, and they're more likely to actually agree with what you're saying. This is a really good example of that.
Comment “LAZY” and I’ll send you how I’m making $100k/mo in sales working less than 4 hrs a day
