Christian Polk shows why "How does this sit with you?" falls flat on sales calls. Instead, probe what your prospect actually wants to feel, make sure they understand why it matters before you talk numbers, and ask follow-ups that connect their goals to real outcomes like freedom or retiring early.
Chapters
How does all this like sit with you? Or so what have you been doing about fixing this or getting the right plan in place? We're just hoping on some level they've really thought now the emotional impact of this stuff. Basically I hand you a spreadsheet. I'm like, hey, how does this sit with you? If somebody hasn't actually understood it, then I'd say we're going to have a hard time getting to the problem. I would say actually understand why it's important first or why them not having whatever it is that they want first is a problem. Then dive into the numbers and then say like, hey, you being on pace to do that and this, this, this amount of time, what type of impact does it have? Or how does it make you feel? Right, you can ask more pointed question. If we're going to like, think about an example. Like, okay, let's just say freedom. What do you mean by freedom? Okay, just like retire early, blah, blah, blah, blah. It's like, okay, and like everyone's a little bit different. Like, why is that actually important to you specifically? Well, I want to be able to spend more time with my kids. Like, okay, can you not do that now? Like, what do you mean? How long has that been going on for? Blah, blah. Like, I'm going to get that and then dive into the numbers. You just need some type of reason why this goal is important.
