Christian PolkYour Friendly Neighborhood Sales Trainer

How to Change a Want to a Need on a Sales Call

13 Oct 2024

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Transcript excerpt from a sales-coaching conversation about commitment to change. The speakers contrast 'want' versus 'need' language: 'want' implies convenience and low commitment, while 'need' implies doing whatever it takes. The exchange centers on reframing client language to assess real commitment.

So it comes down to, are you actually committed to change?
Yeah, I guess I'm committed to change.
You don't sound too sure, man.
I mean, I want to change.
Yeah. What, do you think that might be the problem?
I guess. I mean, how do you. What do you mean by that?
Well, it's like it's always being aware of our language because how you talk to me is how you talk to yourself. So the word that I keep hearing is I want to. Do you know the difference between a want and a need?
I mean, yeah, kind of like.
I mean, yeah, like a want is if it's convenient, it'll happen, but oftentimes, losing weight, getting our dream body, is that convenient?
No, probably not.
Yeah. Now, need is I'll do whatever it takes.