In this brief excerpt from Christian Polk's sales coaching video, a prospect (Speaker A) raises a concern about risk, questioning whether continuing their current unstable income situation is riskier than pursuing their own venture. Christian Polk responds by probing the prospect’s perception of risk, aiming to surface underlying objections and keep the conversation focused on the prospect’s true concerns. The exchange exemplifies Polk’s method of forcing prospects to confront their own statements rather than allowing them to dodge or deflect, maintaining control in the discovery phase.
Or is it riskier.
To continue doing what you're doing now, not having a stable income and going off and doing on your own? Like, what's riskier?
Yeah, like. Like, I get the. I get it. But, like, it's just. And again, like, I'm not making a point. I'm trying to find. And I get that. We could talk about that. I'm just trying to understand.
Motherfucker, I asked the question. You don't say that. But that's what you go ahead and you dive into. So if you notice, I interrupted. Oh, yeah, no, I get that. No, no, I understand. I'm not going to allow him to speak and take the conversation elsewhere. We definitely figure, man. But I was asking. And then I'm right back on point. I need to get them to actually answer the question because the frame does not matter if they don't answer the fucking questions. So getting them to answer the questions is absolutely paramount. Any type of frame, any type of reframe, any type of objection handling. If you allow them to not answer the question, they're going to get more and more comfortable just not answering the question, and you're going to get absolutely nowhere. So. So if you notice, in discovery, I got him to answer the questions. In objection handling, I'm getting him to answer the questions. I did not change who I was from discovery and objection handling. I'm the same person, so that way I have the trust. If I allowed him to walk all over me in discovery and then an objection handling. Now I'm like, fucking objection handling. Christian. I'm smacking this dude around. There's going to be a lack of trust there. But since I've been like this the entire call, I've earned that. So it's like, I can be a little bit more straightforward right now.
