Christian Polk warns salespeople not to accept when prospects say their goals are obvious. When someone claims everyone wants money or freedom, push back and ask why those things matter specifically to them. That's where you find real pain points and what actually drives their decisions.
Chapters
And here's like, for example, something you'll hear on these conversations when you're like really digging into the pain or you're asking like a consequence question, whatever it is. Everything is super obvious. You'll get these on these conversations where they try to make everything that it's super obvious. Well, doesn't everyone want to make more money? Well, doesn't everyone want to buy a business? Doesn't everyone want freedom? Doesn't everyone want this? No, they don't. You'd be surprised. Most people don't try to go out and actually buy a business. Most people never actually try to build a facility. So it's not super obvious. Why you're actually here. If you get this, it's just pushing back and not falling into their frame, or they'll make it more obvious. And you're like, well, I mean, it might not be so obvious, right? Just immediately call it out or be like, hey, well, some people, they're totally fine just working, you know, their corporate job until really they retire. So for you, why is it important to buy a business and have more freedom? Like, what's going on? I don't know what— like, this isn't obvious. I don't understand. You want to make sure you push back on it.
