Christian PolkYour Friendly Neighborhood Sales Trainer

NEVER Speak too fast with prospects if you want deeper answers...

9 Jan 2026 · 1 min

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Short advice from Christian Polk about how pacing and deliberate phrasing of questions affects the depth of prospects' answers. Polk argues that asking questions more slowly and with visible thoughtfulness (including body language cues on calls) prompts respondents to give longer, more considered answers rather than quick, superficial replies.

Chapters

The more that it can come across, like, natural and that you're actually thinking about these questions and that you're taking your time when you are asking these questions, the more you're going to get real responses. So if you say like, oh, I want time freedom, and I'm very quick, what do you mean by that? You're going to give me a quicker answer versus hey man, like, what do you actually mean by time freedom? I'm going to get two wildly different responses even though I asked the same question. So if I'm wanting them to slow down and actually talk more and expand, I'm going to take a little bit more time to ask that question. Why? Because I'm putting more thought into the question. They're going to put more thought into the answer without them really even thinking about it. And even if you are on the phone, like using your body language, actually looking up when you're thinking, even though you know what you're going to say, doing those things will then help get the type of responses that you want.