In this coaching dialogue, Christian Polk interrogates a salesperson about the number of deals they lose each week, calculates the associated commission loss, and highlights the financial impact of poor objection handling. Polk uses probing questions to surface the rep’s frustration, sense of underperformance, and desire for change, while repeatedly quantifying the weekly revenue shortfall (approximately $2,400). The conversation moves from data gathering (deal counts, commission rate) to emotional exploration (feeling stuck, behind peers) and ends with a call to action for the rep to commit to improvement.
Chapters
How many deals have you lost so far, like each week? I'd say like maybe 2 or 3 this week. 2 or 3? Like, has it been 2 or was it 3? Like, there's 2 different numbers, man.
It ranges like 2, maybe 7.
2, 7? Like, now we're ranging even more. Help me understand, like how many deals have we actually lost this week right now? I'd say like 5 or 6. 5, 6 deals. We lost 6 deals. How many deals did you lose last week? Yeah, about the same. And the week before that, do you know?
That week was—
I think I got zero. You made no sales? No. So we lost 12. So we just average that out like 6, 5, 12. Like, I'm not the best at math. Then it seems like on average we're losing about 8 deals per week. Does that number sound right? I guess it's— I'm losing. You guess, or does that number actually sound right? It does sound right. How much is a deal actually worth to you? Like, how much do you get in commissions per deal?
10%. So I think that's $300.
So $300 times 8. Each week right now, like on average, we're leaving $2,000, $2,400 on the table?
When you say it that way, it hurts.
Well, hey, man, like, I'm not saying anything, right? We're just doing math over here. Like, does that actually sound like that's what we're losing?
Yeah.
And it's like, hey, I don't want to assume, man, because like I'm in my shoes, like I do my sales calls. But you missing out on $2,400 each and every week just because we don't know how to handle objections and actually get to people's problems. How does that actually feel on your end?
I could be doing so much better than that.
And knowing you could be doing better, but we're not. Be real with me. I'm on your team. How does that actually feel?
I just want to reach my full potential, but I'm just stuck and it just frustrates me.
Frustrating in what way though?
I came into this, you know, thinking I'd make all this money. My friends are making more than me and they started way later and I'm still behind.
Are you done being the guy who's behind? Yeah, I want to change so badly. So time to make a change then. Yeah.
