A closer pitches a pre-frame script that positions the salesperson as the qualifier. Christian Polk argues this shuts down senior decision-makers and suggests instead asking about their situation and goals to create a custom plan, keeping the focus on them rather than asserting your authority.
Chapters
I closed $2 million in sales in a year and I broke company records twice. This is exactly how I framed every single call. I'm really excited to get a deep understanding on exactly where you're at, what's not working, and the struggles that you're facing. I also want to understand where you're looking to go. If I am certain that XYZ program is a real solution to your problem, then I'm going to walk you through our A through Z process on exactly how we'll help you. Does that sound good? The entire point of the preframe is you showing them that you are the one that's qualifying them. They are not here to shop around.
Frames in general, I'm not a big fan of them just because you are making the prospect painfully aware that they are in a sales process. You're like, hey, this is a sales call. The problem with like making them painstakingly aware that this is a sales process is they just don't open up as much. Now, if you are going to use an agenda or in a frame, I wouldn't do it like this. The reason being is if you watch her language, I want to, I want to, I want to. Again, she said, I'm going to be the one qualifying you. Who the fuck likes to be qualified? The issue is when you put the focus on us and what we want, the prospect doesn't care about you as a salesperson. They care about themselves. So if you're gonna use a frame, use something a little bit like this. Okay, and the first part of this call, it's pretty basic just because what we do, it's gonna be fairly custom. We would just really need to understand exactly where you are now versus really where you want to be, just so we can see what a custom game plan would look like for you. Do you think that would help? Now again, it's in their best interest to get a custom game plan to actually help them rather than making it about us and we're just qualifying them. Again, especially if you're dealing with high-level prospects, they don't like to be qualified. They don't like the status framing bullshit.
