Christian Polk teaches salespeople how to handle the "I'm broke" objection by reframing it as a lack of resourcefulness, not poverty. He pushes prospects toward financing options like credit cards and Affirm, then cuts their stated investment timeframe in half to create urgency.
Chapters
"Um, it's actually not my fault. The leads are just broke." Understand, they are on the call to make more money. If they had the money that they are wanting to be making, they wouldn't need your help with whatever it is that you're selling them. So if you keep making excuses, what you're going to be is as broke as your prospects you keep complaining about. You cannot believe prospects when they say, "Oh, I can't find the money." Anyone, especially in the Western world, can find the money. Maybe they can't find it today, but they can find it. They will get resourceful. Credit cards, loans, Affirm payment plans, whatever it is. This is how you get somebody to be resourceful on your call. You're going to say this: There's a difference between being broke and being poor. Do you know the difference? The difference is willingness and the ability to be resourceful. Being poor is a mentality. Poor people stay poor because they don't do anything about it. Do you feel like there's been at least one person who is in a worse financial spot than you right now has figured it out and gotten to outcome? So what are the characteristics that allowed them to do that? Then they're going to say, oh, resourceful, they tried hard, whatever it is. Okay, so are you actually willing to get resourceful so you can get outcome? Why, though? Get them to defend it. Everything I say as a salesperson is going garbage. Everything they say as the prospect is gospel. I love to hear it because as long as you don't give up on yourself, I'm not going to give up on you. So what do you feel like would be a reasonable time frame that we could come up with the investment so we can get outcome? They're going to give a time frame and then you're going to challenge them. Hey, can I challenge you to cut it in half? No, you won't have the money today, but they will find the money and you'll collect that deal and you'll stop being a broke closer. Follow for more sales tips.
