Christian Polk critiques a sales rep's handling of a prospect who wants to sleep on a decision. Instead of pushing back, he shows how to interrupt the pattern and probe for the real objection using the prospect's own words, not generic reassurance.
It makes sense. I just, um, do I have to answer today? Can I sleep on it?
No, it's not pillow.
Innit? Really good pattern interrupt. I need to start using innit in each one of my sales calls. The British, they have a unique cheat code where they can say the dumbest shit, but since it's in their language, they can get away with it. Innit?
I have a somewhat urgency, but not, not the—
It's obviously a decision, Anne, right? I'm not expecting you to be fully ready. Why? Because no one is ready to drop $6,000 as an investment and then themselves, right? Not expecting you to be ready, because at the end of the day, ready is a decision. You don't really feel ready, you decide to be ready. And if I get— if I got you a night to sleep on it, and if I gave you a year to sleep on it, that wouldn't change anything, because what you're looking for right now is certainty. Certainty is the synonym of confidence.
Now what he's doing right now is he's basically just bulldozing her into an objection that maybe that's what it is, or maybe that's not what it is. If you're dealing with somebody who's not as easily bullied. They're going to fight back against this. So it would be better, like, he pattern interrupt, great. And then just actually understand what the objection is. It's like, okay, but when you say like you need to take some time, like, what's actually behind that? Get them to tell you what the objection is. Like, I'm a lazy sales rep. I'm not going to do all this fucking work and like bully people because number one, it's not as effective. But also number two, it's just going to be easier if I just get them to tell me what the exact objection is, what words that they're using too. Like, that's the biggest thing too. Like, we might mean the same things, but we might use different words. I'm always going to use the the prospect's words over my words because my words are irrelevant.
Confidence comes from evidence. You don't have any evidence right now and you will never have evidence until you try. So that being said, what's the best course of action to take right now to have the confidence? That's how you get to have the evidence so you get the confidence after all.
You sure you're not in marketing and sales?
I am in marketing and sales.
Which is not numbers. That's a different equation.
What she's basically saying there is, I feel like you're selling me. You're doing something to me, which again, that's what will happen when you bulldoze people.
Marketing, advertising. Selling. Right now it's selling. The art of selling. Complimenting you on your talents.
Thank you. I mean, at the end of the day, sales is an exchange of benefits, right? You give me money, I give you value. And right now the best value I can give you is pulling you away from the burning house you're in. That's it.
I would say biggest thing when it comes to this objection handling, what he did really well is he was very calm. He wasn't like super rushed or anything like that. He took his time. That's always very good. It probably would have saved him a lot of time because it cut off. I'm sure that went on for a lot longer. Just identify the belief, reframe it, get their buy-in, consequence, like actually do the thing. Don't just push people into it. You'll just shave your objection handling down by a ton.
Comment “LAZY” and I’ll send you how I’m making $100k/mo in sales working less than 4 hrs a day
