Christian Polk shows how to push back when prospects say they're comfortable. Bridge from comfort to cost by asking them to quantify what staying put actually expenses them, or use truisms to get agreement before challenging the belief itself.
People who say that they're comfortable, how do I really take the ball and kind of run with it from there? Them being comfortable or them being okay with being comfortable is the underlying belief that you need to attack. There's one or two ways you can do it. Nine times out of 10, you can just bridge into it. Well, can you see how like you just being comfortable and not actually, you know, doing the things required to buy a business and be a business owner has led you to being where you're at right now? Are you okay with me saying that? So if we had to put a cost to it, these past five years of you being comfortable, do you feel like this has actually cost you? Is that really that belief of just like being comfortable is okay and not getting outside your comfort zone, is that worth keeping? Moving forward? If we want something different, why isn't it? What happens if you hold on to that feel of just wanting to be comfortable, you know, moving forward, like we never get xyz. You can do it just like that. Or what I'll do a lot of the times is I'll use like a truism. It's a true statement that 99.9% of people will just agree to. So I, I can bridge into the pre handling. It's like, oh, I've just been comfortable, right? It's like, okay. And do you feel like in order to step into being the entrepreneur, you're going to have to get a bit uncomfortable in order to do so? Oh, well, yeah, of course. Like nobody's going to disagree with that. And then you just bridge into it. So can you see how you being comfortable? I think either's fine. I tend to like to get a little bit more buy in before bridging into it, but if you skip it most of the time, you'll still be fine.
Comment “LAZY” and I’ll send you how I’m making $100k/mo in sales working less than 4 hrs a day
