A short sales-coaching clip by Christian Polk advising salespeople to confirm a prospect's readiness before proceeding, explicitly elicit the prospect’s "why," and weave that reason into the seller’s framing so objections can be handled in a way that builds trust and makes the prospect more open.
Chapters
Before you start diving into anything, we just always got to make sure it's tied off. It's like, okay, so besides, like, you just going ahead and talking over, like, if you had a conversation with her and you guys chatted over tonight and you guys feel the exact same way you're feeling right now, tomorrow, is this something we're just moving forward with or there's still something that's actually holding us back? It doesn't matter what they said. Whatever you said aside, would you go ahead and do this? Why would you do this? And then he's going to be more open to what I have to say because I'm also going to take what he just said and weave it into. To whatever frame I'm going to do. And that's how you get the. You're doing it for them, not against them or to them. That's how you get people to be more open. So the thing is, once you're going into objection handling the biggest thing you just have to keep in mind is you need their why so you can customize whatever you're saying, and that is going to make sure they view you as somebody they can trust and who actually cares.
