A salesperson handles a prospect who won't decide on the call. Christian Polk breaks down how to diagnose the real objection, double down on consequences, and push past comfort into commitment.
Yeah, look, I'm not going to make a decision on the call.
Okay. I mean, if I could ask what's kind of behind that for you, just to see if I can help.
Diffusing the objection to get to the real objection.
Good. Well, I always take 24 hours, you know, before making a big decision.
And I appreciate you sharing that. Let me ask you this. If you knew you couldn't fail, right, that you would come inside the program and that you would actually get the results, would you need 24 hours?
You're going to come inside the program. Pause. Now, what she's missing right now is the think about it. Let me take 24 hours. That's not a real objection. It's either time, money, or value. So when we just go right into handling that objection without actually understanding if it's a money objection, if it's a value objection, if there's an underlying objection there, we're just going to bash him over the head with mindset. And it could just be he doesn't have the money. We don't know. You got to go into it a little bit slower.
I guess not, right?
So is it a crazy thing for me to say that what you're ultimately looking for is just a bit more certainty?
Yeah.
And I get that you want to make the decision in 24 hours, and that's normal, right? Because it's the comfortable thing to do. But where does the Where does the most amount of growth happen, in comfort or discomfort?
Uh, discomfort.
Right. And to get different results in life, right, do we have to do things the same way or do things differently?
Well, differently, yeah.
For sure, right? And doing new things, it's uncomfortable, I get it. But what happens if you continue making the comfortable decision, right? Every time you get to a defining moment that can actually change the trajectory of your life.
Well, I won't.
Well, can I be straight with you? Like, my intent truly is to help.
Yeah, okay.
Well, the thing is, you have been, right? You have been making that comfortable decision.
Now doubling down on consequence when they don't answer, that's very good.
For the last 2 years, which is why we're on this call today, right? So if I could ask, like, what happens if another 6 months or even a year passes because you keep making the comfortable decision?
I mean, my life stays the same and I'm still, you know, paycheck to paycheck, and I also can't help my parents with retiring them, you know? Right.
And so is Is that something you're willing to settle for?
No, no, definitely not.
So when you think of the version of you that has gotten the skills right to build the business for financial freedom that retires his parents, does he make the comfortable decision or does he finally commit and take that uncomfortable action in order to get to what's most meaningful in life? Christian, right? So what do you want to do now?
What she did really well is pushing back and really doubling down on consequence. But I would say the biggest thing that can improve this objection handling is not have it so generic. You have an entire sales call. You understand their wants, their needs, their desires, their exact words. There is no need to be generic when you're handling objections. It needs to sound unique to them. So you come across like an actual person. Maybe I'm just sexist, bro.
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