Christian Polk coaches a prospect who says don't convince me. He reframes sales as asking questions that make the prospect convince themselves. When cost comes up, Polk shifts it: the real barrier is commitment, not money. The prospect agrees they'd do whatever it takes to afford the $8K program.
Chapters
Can I ask you a favor?
Yeah, what's up, dude?
Just under any circumstances, please don't convince me to buy. If you somehow do, like, I'll end up regretting it and refunding.
So— Dude, we'll definitely talk about it. But when we're talking about like whether you move forward, whether you don't move forward, none of this is going to have to do with me convincing you. Because when you're thinking about sales in general, is sales something you do to somebody or sales something you do for somebody?
Second one, I think.
Right? Like, why do you think it's something you do for somebody?
Well, I guess depending on the situation, if they actually need it, then yeah.
Because like most of the conversation is, especially in sales, is like you're just going to be asking questions and really they're convincing themselves. So when you're on a sales call, are you trying to convince them or are you allowing them to try to actually convince themselves?
Convince themselves.
Yeah, that would be easier, right? So if we're in a position to where we feel like we're trying to convince somebody, like that's always going to put us on the back foot. So it just comes down to for you, like ultimately, if like everything lines up and it ticks all your internal boxes, like me not pushing anything on you, what would be the biggest reason that would cause you to be like, okay, even though everything makes sense, it ticks all my boxes, I'm still not gonna go move forward?
Just money. I know this is gonna be a lot.
So, and when it comes to money, man, of this whole conversation, like money is the easiest part, right? The hardest part is just you actually committing to like, hey, I'm gonna do something different. Because most people never actually at that point in their lives. So are you at a point to where it's like, okay, I know I need to do something different?
That's, that's why I'm here.
Yeah. Yeah. Well, there's a difference between taking a look at a gym and going in every single day and actually like Right? So like, are you at an actual point where it's like you're willing to do whatever it takes to actually get better?
I am. Yeah. I'm just hitting a bottle. Like, I know I can explore. No, like, AK is decent.
Yeah. And when it comes to the money, man, like, my favorite quote was by Tony Robbins. It's like, your biggest superpower as a human being is your ability to be resourceful. Just most people are resourceful in how they can't get resourceful. You know what I'm saying?
I think so. Yeah.
So I do have to ask, like, what do you think has been preventing us from actually getting resourceful so that way we can get out of our situation and actually commit to ourselves?
You get resourceful, that means debt, and then that means commitment to Walmart or something.
So— Those are routes, but those are just options. So if there's something in your mind, you're like, hey, there's no possibility I want to go into debt. Do you think between now and next week or a month from now, like, you could be doing DoorDash and come up with an extra $3K to $5K? Like, if you truly needed this, bro?
If I could, yeah, I would be doing it.
The biggest hurdle that we need to overcome is just the willingness to actually change and do whatever it takes. So is that something that you're willing to do? We can go over what the options are, but I just want to make sure you're in the actual mentality of we need to do what it takes and get resourceful.
I'm willing to do it.
Okay, why though?
I know I can do a lot better than the $8K, and like from your content, I know I could probably— I could make that money.
Let's talk about it. Let's run through exactly how I'd help, okay?
