Christian Polk sells an $8,000 coaching program to a prospect asking for a $5,000 price match. He reframes the negotiation around results instead of cost, uses analogies to show why circumstances don't change what works, and closes by asking what matters more: the price or the outcome. The prospect chooses results and enrolls.
Chapters
Okay, so the investment is going to be $8,000.
I got pitched $5K for this other program. If you could price match that, I think I could just say yes right now.
Well, dude, if you felt like that other program was going to be the best thing for you, like, why didn't you just go ahead and go with them?
I mean, the value wasn't really there.
Do you feel like the value is here from what we talked about? Yeah. Why the fuck would it be the same price if you were pitched something lower and the value wasn't there? Like, why would you assume like this is— it's going to be the same?
I don't know. I'm just like, If I told you my situation, I thought you gave me a little bit of a discount.
Can I be super straightforward with you, man? Go ahead. Your situation does not dictate what needs to be done. For example, if I'm talking to a single mom, she has 3 kids, she works 2 jobs. If she needs to lose weight, she still has to go to the gym. She still has to eat right. Her circumstances do not change what needs to be done. Same for you. Your circumstances do not change what needs to be done. And ultimately, do you feel like with what I laid out, like that would get you to where you want to be in terms of making the type of money we need to be making?
Yeah, with everything of the coaching.
Why do you feel like it would though?
Your track record, it speaks for itself. I can only offer you—
if you feel like we're going to get you there, what would really hold you back from just going ahead and taking the leap?
I just hope I could get a better deal.
Ultimately, if you came to me and I did give you a discount when I didn't give anyone else a discount, and I let you slide under the radar, and I didn't hold you accountable like I held everyone else accountable— ultimately, if I gave you special treatment and gave you the kid gloves, do you feel like you're going to get the results that you truly would if I held you accountable?
A deal lower priority.
What's more important to you, getting a little bit of a deal, a discount, or actually getting the results?
Getting the results.
So getting the results is what's actually important. What do we need to do to make sure we actually get the results? We're not stuck in the mentality of just wanting a discount. And that way, when we go to bed tonight, we're doing everything in our power possible to actually be the person who we need to be.
I got invested in the better program. Yes, that's you.
