Prehandle Fear Objections by Getting to the Real Why

So if you're running into a lot of fear objections, typically what's causing that or causing you to not being able to overcome that is we're not being able to dig deep enough and get to the prospect's real why of why they need to make the change and why staying where they're at is not acceptable. Okay, so in this video, what I'll do to really help you out is I'll be sharing a one on one coaching session that I did that that specifically goes over that principle. So if you don't know who I am, my name is Christian Polk. So I've been in online sales for four years. I've closed over $6 million in sales anywhere from B2B SaaS to different type of coaching programs. B2B, B2C. And for the past two years I've been with 7th Level and Jeremy Miner where I've also been a sales coach. And I've helped thousands of clients in hundreds of different industries ask better questions, overcome objections and just make more sales. Okay, a little bit of context on this conversation. Okay, so it's going to be with Jordan and he mostly does upsells. Okay. So not people coming in, but it's going to be how do we get this person from this level to the next level? So they already taken action. How do I get them to take more action to get more results? And he came to me mainly wanting to focus on the objections that he was getting. But really in the session we didn't focus much on objections just because the biggest gap and the biggest thing that was going to push him forward the most is really dialing in. Like how do I get to the real why and how do I get that future pace of why they need to take it to the next level? Because if we get that real why, it is a lot easier to overcome objections because if I don't have that real why, I don't have a any leverage. So when I use any type of hook or I use any type of frame or I use consequences, it's gonna fall on deaf ears. So what you'll run into is a lot of yes, I get what you're saying, but. And they still have their objection, which means we're not really speaking to their real deepest need and the reason why they need to change. Okay. And that's a lot of what he was running into. So hopefully you find this helpful. If you do, I'd really appreciate it if you leave a, like drop in the comments, your biggest takeaway. And if you need any Specific help like one on one. Anything like that. You can always just reach out to me on Facebook and I'll see you next time or this. But like what. What exactly. I know we talked a little bit about objections. What exactly do you feel like, you know, you need help with or you're wanting to go over.

Yeah. I guess context is I. Since I was never fully a closer solution Awareness consequence specifically and then objection. Handling like fear. My big like, what the heck am I doing? I actually feel a little bit lost. So I've been trying to use a lot of legwork and pre handle stuff with my upsell combos. The main thing I'm getting right now is I just don't want to do it right now. I want to keep going through the portal, keep doing what I'm doing. Or another one is just fear to invest those main two. Like I had a upsell combo today. I just. I said frick it. Right. Built a gap with the guy. 40 minutes and he was two objections. I kind of got this today and Friday last week. We're like, I don't know where I want to be and why. So when I go to tie in how to fix that with like inner circle to them, it's just not like a need, it's a want. Like those guys that start doing better but like they don't understand why they want to get from now that they're doing 10k to like 15, 20k. Yeah. Keep growing, you know. And for them it's like now they're seeing results so they're kind of happy and. And it's like there's no like huge driver.

Yeah. Well, it's like if you're still able to build a numbers gap, right. That's. That's going to be a big part of it. Like, okay, there's still a lot of room to grow. And then like so in that person, like, oh, I don't even know where I want to go. Like, were you able to build a numbers gap?

Yep. So he's got a conversion rate of about 30% right now. Okay. Actually last when we broke it down. So it's like he. He knows he could be doing another couple sales easily.

Yeah. And then so typically so you go through that problem awareness like, okay, why is he still losing out on these sales? Okay. Then from there it doesn't make sense to ask them like, what have they been doing before?

Right.

So then it's just straight up like, okay, well what do you feel like the next level is for you? Right. Like, where are you wanting to get to. And they're saying, like, I don't know.

Well, I'll be. They'll be like, oh, well, like, I'll give you an example. He's like, I'm doing 10k months, and next goal is 15k. Oh, like, why is that number important to you, though? I don't know. Just would be nice. And then I go into the whole, like, you know, like, need versus want and all that jazz, or like, what would be different? And they're just, like, know for sure, like, I have more money, but, like, it's just. It's not like a huge. Like, like, I need to be there. Okay. You know, that's where it's falling.

So a couple things. Number one, like, when we build a numbers gap, like, we also need to, like, build, like, a frustration in, like, the feeling.

Okay, if that makes sense, of losing.

That money, losing that. Or still on 70% of their calls or tell. They're getting told no.

Right?

So it's like, I mean, I don't want to assume, like, 70% of the people I talk to don't tell me no. Like, so for you. So you can kind of, like, level them a little bit, right? Like, the great things of selling salespeople, you can kind of be a bit of a dick. Not too much, but you know what I mean? So. And then from there, if they're telling you, like, oh, well, it's like, I don't know, like, it's like a bit of a. Like, either one. Like, the. The goal is not big enough. Well, it's like, yeah, 10 to 15. I mean, is that, like, what you actually want to make or what's. What's a real goal? Like, so you kind of like, hey, level with me a little bit. I'm not going to settle for anything less than, like, I want to double what I'm doing, right? Like, scratch. Scratch that. Go out a little bit more. And they're like, oh, I don't know. Like, it's just, like, more money. I don't really know what that would actually do for me. And, like, I would just ask them, well, do you think that's the problem then? And they're going to say, how do you mean? It's like, well, if you don't know why you actually want to get better, do you think that might be part of the reason why you're not where you feel, like, where you actually could be? And they're like, for sure, yeah. I mean. I mean, I guess. Let's take some time, man. I, like, sit there and, like, sit there and map it out for him. Let's take some time. So for you, we're talking about, like, you got the 10. Like, if you want to be that guy who's just content, like, being 10,000 for the rest of your life, like, dude, I'll tell you right now, like, keep. Yeah, keep going through the portal. This isn't for you. But if we're wanting to continue to approve, get to the next level, like, it has to mean something. Now what it means, like, I mean, for me, it doesn't really matter as long as I know it means something. Something to you. So if you really thought about it, you've been able to double your income, then what would that actually do for you? And be real.

Yep. Okay.

So it's just like spending that a little bit extra time of tell. Like, you're basically calling them out on, like, the way that they're viewing it. Because if they're. If they want to be. And it's. It's more of like an identity thing too. Like, if you want to be that 10,000 per month guy for the rest of your life, like, I mean, go for it, right?

Yeah.

Like, the next step probably wouldn't make. Make much sense. You kind of pull back a bit and nobody's ever going to be like, yeah, I'll be a 10,000 per month guy for the rest of my life. That's cool. They're gonna be like, no, like, I can do more. They're gonna want to fight that, like, frame that you put on it, and then with that, you then attach to. Well, in order to get out of that frame, you have to view the money differently. Like, it has to mean something.

Has to have a significance behind it. What is that? Yeah, clearly I'm not giving it much thought. Yeah.

And if it's like. And if you're like, bro, if it just means that you are just so much happier being that guy who makes 50,000, you're better than everyone else in your office. If that's really the driver for you, like, dude, more power to you. But it's like, there has to be some type of driver or, like, you're going to say exactly where you're at. I've seen it happen too many times. I don't want you to fall into that. So be real with me.

Right.

Again, like, I'm doing it for them.

Yeah, yeah, that makes total sense.

Okay. And then if you get. Yeah, then if you get like, a better solution out of it, which means you're gonna get a better consequence. And then the fear stuff is a lot easier to overcome. So it, like, it all stems from that.

Okay. Yeah. Because it is feeling a bit shallow when I go past it. And then straight, like, I'm. Objection. Handling for like an hour, 30 minutes. Yeah. Because you.

You just did. You didn't get anything real.

Yeah. I told one guy, I said, hey, brother. Like, I told him, that is. That is the problem. Right? And I've. I've seen it too many times where guys just stay exactly where they're at. They don't know where they want to be and why. You don't know why you want to be there. I said, I can't ethically recommend it. Circle to your brother or any next steps anywhere. Right. You're happy. You're happy where you're at. Sounds like it. At least he was like, yeah, I guess so. So I was like, well, maybe I didn't do the frame right.

Yeah, well, it's like, the thing is, like, you.

You.

You want to, like, put it on them. Like, not. Oh, like you're happy. It's your complacent.

Okay. Yeah, that. That is a difference. Okay.

That's the difference there. If you're telling him, like, bro, you have no problems, and he agrees, like, a lot of people can agree, like, it's. It's too good of a light that you're putting him in. But if you say, like, yeah, bro, you're being complacent, like, how many people are going to want to agree to that? Yeah, probably very little. And if they would agree to it, it's something they want to change.

Okay.

So it's like, would you feel like that's part of the problem? Like, if you don't know, like, where you're going, like, whatever it is, or that's part of the problem. And it just comes down because if you want to be that guy who just makes. Just makes 10,000 for the rest of your life, like, it's just complacent with that. It's like, I'll the first one tell you. Just keep doing what you're doing, man.

Right.

You got the path to get there.

Right.

But if you want to get to the next level, like, it actually has to mean something for you. So be real. If you really thought about it, right? Get them to sit and think, like, sit in silence for two minutes if you have to.

Okay. Yeah, that's on me to get comfortable with that. Yeah.

And it's like they haven't had this conversation before, so it's totally normal for them to be like, well, I'm not quite sure. Well, we're about to get sure, right? You can always, like, take them through, like their ideal lifestyle as well, if that's something you really want to get into. It's like, let's take some time, man. Let's figure out like, where we actually want to be. Let's say like a year from now. Like, we want to have wife, one kid, right? So you can start to like, you know, are we wanting to, you know, have our own place? We want to be renting, we want to be staying exactly where we're at. Like, do you want this exact same life that we have now? Or like, what would you want different? Oh, like, I'd want to get a house. Blah, blah, blah. And it's like you can start to like, help them do the math. They want a house, they're in somewhere like Scottsdale, right? Or it's like you be a big 500,000. Yeah, five. 500,000 plus for just a decent house. It's like you're going to need to make a lot more. 10,000 per month. You need to put 100k down and you need paying 5k per month. 10k per month ain't going to cut it, buddy. That's, that's after taxes, right? So you can, there's different things you can do, but like normally. But the, the easiest way to do it is just to, you know, again, like, call them out and like, hey, that's a problem.

Okay. Yeah.

And then if, and once you, once you do get it, then if you get a consequence, that's the only way that you're actually going to get people to move in. Fear. Because if you're going through fear and you're going through all these reframes and you get like. And you're asking consequences and it's not really landing, then none of the, none of those frames are really going to hit.

Yeah, that's what's happening. Because I'm not getting those tangibles and solution, you know, can we role play? Can I be like the, the prospect? Can you do it to me? So I kind of feel that. Yeah. Yeah, man.

So let's say you're at 10, you know, you should be making 20 if you're getting things down, right?

Let's say I just give you like a logo.

A what?

Like a logo. Like I'm like, yeah, I can be doing at least another 2, 3K. Okay. Yeah, man.

Well, is that like the, the ideal income or like, what what are you actually looking to be making?

I don't really know. I know I just keep working at this here, cracking at the portal. Keep getting better. I know I could at least pull another 2, 3K. But I'd say the ultimate goal eventually would be maybe like 18, 20K.

1820. So like double?

Yeah, about double.

Yeah, man. If we're looking the double. Can I make a suggestion?

Yeah.

Let's just have that be the goal. Like, if we're looking at a double, like, let's just shoot for doubling. Because, like, what, what you'll do is if you're just aiming for, for less, what do you tend to get? So let's not get less, man. Right. So, but when you're saying like, the ultimate goal, like, get you to that 20,000 per month, like, why for you is that the ultimate goal?

I don't know. You know, obviously more money is always nicer and for sure I get some recognition. You know, the company does these things where they recognize who's, like, bringing in the most amount of cash and. Right. Like your dinners and stuff.

But like, and money recognition, like, that stuff's good. But again, at the end of the day, like, money is just a number, right? It's a vehicle. It really comes down to, like, what it actually does. So for you to be able to double your income, like what? Like, what difference does that actually make for you?

I don't know. I haven't really thought about it.

Well, we did think about it.

Yeah. Well, again, more money is always nicer. But I don't. I don't really know what I would do with the extra money. Yeah, I'm not too sure. I'd have to think about that some more.

Yeah, well, I mean, we can sit down and think about it, right? I mean, it really just comes down to. For you, like. And I'll be 100% frank, right. If you want to be that guy who just makes like 10,000 per month, we slowly get better. You know, hopefully things just continue to go up. If you just want to be that guy, like, I'll just tell you, keep doing what you're doing now, like, we got the blueprint. But if we're wanting, like a drastic change, like we're wanting to double what we're doing, like, there needs to be a reason because what will happen is, like, I'll give you all the training in the world, but you're not going to be motivated to do it because you don't know why. So if you really did think and you like, and take A minute. Like, picture it, like, internally when you talk about you've been able to double your income. How do you see your life actually being different, like, then than it is right now?

I get a new car, more for a down payment on a house. Okay. Move into and it'll be easier pay off. Pay off the training already invested into, too. Yeah. So.

Yeah, absolutely, man. Right. Like, and reinvesting and training, like, that's always. It's always good. But when you say, like, a new car, right? It's like. Are you a car guy?

Yeah, I mean, my dad was more a car guy, but I know a thing or two.

Yeah. So what. What type of. What type of car, like, for you as far as, like, you know, you have that type of money coming in? Like, what type of car are we actually looking at?

Dude, if I can get One of those 20, 24 stingray corvettes, you know, like the blue ones, the brown interior.

Okay.

That'd be nice. Not. Not.

I like it, man. It's like, why that car.

That's always just been like a dream, man, to have, like, a Corvette. They're just like the. I know people call them the cheaper, cheaper supercars, but they're just nice, man. And just for me, that always just looked like success.

Yeah, no, I get it. Like, it, like, it means something more than just, like, you know, nuts and the bolts.

Yeah, yeah, yeah.

And I know you also mentioned, like, you know, like, down payment for a house. Are you looking for a house?

Yeah, I mean, we already. We couldn't find a house, but. Okay, you know, that's where I was trying to pay things off.

Yeah. So why. Why get a new house?

Oh, well, I mean, always want to keep getting something bigger and me and the. Me and the wife, but she wants to start a family, so. Okay. Makes sense.

Kind of like your. Your future, like, forever home type thing.

Yeah, exactly. Well, I'd say it's a good start. Right.

Okay, now I get it, man. So you've been able to get that, I guess, like, starter home in place and, you know, get the. Get the actual dream car. Like what. Like, what does that actually do for you personally?

I just feel successful. Like, I achieved. Achieved what I said I could do.

Yeah, no, I get it, man. And when you say successful, right? Because, like, that can mean, like, something a little bit different to everyone. So I guess for you, where does that drive come from to be successful? Or, like, why. Why is it so important to you?

It's a good question. I don't. I don't really Know.

Yeah. Well, I mean, if you sat and you thought about it.

Well, I thought about it maybe. Maybe just because I grew up always seeing other people successful and just. Yeah. My parents told me, is that you could be whatever you want. So. Yeah. So don't want to be one of those kids who. Yeah. Never really. Never really did anything with their lives after high school, you know, now.

And I get that, man, because, like, I've been in your shoes and I can respect that. So you being able to prove not only your parents right, but prove yourself right. Let's just talk about, like, you being able to get that Stingray blue Corvette, drive that off the lot, you know, wind blowing in the air, you know, in the hair, sun on the face. Like, at that moment, being able to drive off the. Drive off the lot with that car, like, how, like, how would that actually feel?

Feel great, man. Feel really, really good. Would it? Yeah, yeah, yeah, man.

But I. I do have to ask, like, on my end, like, with what you are currently doing right now, with just the way that you're learning the speed of what you're learning and really the results you're getting, how likely is it you're going to be able to buy that dream car, but also get the home and really prove to yourself and everyone that you're that success?

Well, I feel like I'm on the right track now since I've joined pro, now that I'm getting better results. So I feel like I'm on the right path.

Being on the right path is, like, one thing.

Right.

But how likely do you feel like we are to actually achieve and get to that level where we can be that guy who's driving that Blu Ray or the. The Stingray and has that.

How? I don't know, maybe. Maybe like a year away. Let's say a year, year and a half. I just. If I keep going up from here, I don't know, might take a little bit longer, you know, with the portal. But before I invest in anything else, you know, like.

Okay, can I make a suggestion, man?

Yeah.

So we're talking about, like, and again, like, we can always, like, hope that, like, we get there. It just comes down to, like, oftentimes if we're doing something and. And then we're hoping for a different result, like, what do people typically call that?

Insanity. Yeah.

So I don't want to call you insane, but if we keep on doing the same thing, like, how likely is it and we just hope and we pray that our income's just going to.

Double.

And Be real.

Yeah, probably would. Yeah. I don't. It definitely won't happen as soon as I'd like it to, for sure. Yeah.

Well, to be frank, do you think like there's a possibility it not even happen at all?

Yeah, possibility.

So I have to ask, what happens if it doesn't? We keep doing what we're doing now. We continue to be that 10,000 per month guy.

Yeah.

But we never do the things that are required to break out of that so we can have that level of success that we know we should.

That's just gonna suck, man.

Yeah, it's like tons of people like live life and it's, you know, it's sucky, but it's like for you, but you not living up to that, to that dream, to that success, what would the actual day to day impact of that be?

I don't know. Just question if I can even do what I say I can do, you know, feel as successful as I could. Yeah.

So are you willing to allow that to happen?

No. Okay, man.

Because like, just with anything, as I'm sure you're aware, there's no magic pill when it comes to getting to the next level. It's just really about doing the things that are required, like making sure it's the commitment that we're going to do whatever it takes to get to that level. So it just comes down to like, are you actually committed to make sure we get out of the person we have been to get to the person who we need to be?

Yeah. Can you say that last part again? What?

Just repeat it.

Can you see that last part again? Yeah. I was in flow, I watched the recording. But yeah, I'm committed to being that person, that guy.

But why, why now though? Because like, you know, every good diet, like it starts on Monday. We can always be that guy who's like slow and steady and just hopefully I get there. So like why, why actually do anything about it?

Well, it's important to get to my goals sooner rather than later, so. Okay, man.

I mean, because based off what you're telling me, especially when you're talking about X, Y and Z, I feel like what we're doing would definitely work. Right. Then you just go into it.

Yeah. Okay, that makes sense. That one, that one piece though, I didn't fully catch that. You said as you trans, like are.

You willing to stop or get out of, you know, stop being the person you have been and actually step into the person who you need to be to get to the level of success? So I, I wanted To.

Is that considered commitment? Was that a commitment question?

It's like a commitment question.

Yeah. Okay.

So again, I want it, like, success was like, a big one. That big word that kept on coming about. So I want to really anchor that.

Okay.

And also, as well, if you notice if, like, those big, like, if words like that continue to, like, come up, if you notice I asked, like, where does that drive come from?

That was the. One of the. Yeah. I was going to ask you about that. Right. You got behind what I call drive by a foot drive. So you want to understand what is driving the bus.

Exactly. Like, where. Where does that drive come from? And 95 of the time, they're gonna say it's come from something in their childhood or something in their, like, upbringing, which is just going to be. It's just going to be an emotional anchor that's very strong.

Okay.

Like, it's a lifelong dream that they're. They're wanting to get to.

They've always wanted since they were a kid, their mom, their dad, something. Yeah.

Yeah. So it's like that Stingray isn't just a cool car.

It's.

You proven to yourself and to your. Your parents and to yourself that you can make something.

Mm. Yeah. It's a symbolism. Yeah. What I put into it. It's my symbolism.

And then I wanted. And then I wanted to make it very visual.

The wind in my face. Yeah. How would that feel? I noticed that I was like, that's clever.

And it's really hard for you to not just sit and think about, like, you not create that image in your brain. It's really hard not to.

Yeah. Because I feel the wind in my face. I feel the vibration of the car as I'm driving it. Yeah.