Christian Polk breaks down a sales call where the rep demands $5k with aggressive language, then loses the deal. The prospect shuts down. Polk's lesson: apologize fast, drop the ego, and match the tone to what the client needs, not what makes you feel tough.
I'm selling you an option for $5,000 or you can shut up.
So I don't appreciate the shut up comment.
Well, I've had a couple of statements from you that weren't any better.
Like what?
I'm not going to repeat myself.
You mentioned that I said something that made you feel some type of way. If I did, I apologize for it. You didn't bring it up, and that's why I don't think I said anything wrong. Well, as a man—
Everyone has a good day.
Now he's like, oh, I don't think I said anything wrong. Now understand that prospects are not hearing everything like, oh, it's just the words you say, it's how you say it. And again, kudos for this guy. He's selling, he's putting himself out there, but just notice his tone. It's very just like matter of fact, which just means that ultimately if you are saying something that's a little bit more straightforward, you can't get away with as much because you have no flavor in your voice. You sound like it's more blunt, you know, a little bit autistic. Again, this guy probably is great, but if the tone will really help you with that to where you can say some off-the-wall shit without getting this type of reaction.
And the boat's going to go over, right?
Well, you've been a man way longer than I have, and what I I've understood is that when a man tells you something that you don't like to hear, you say it up front. You don't wait any longer because it only gets worse. I try to be respectful with all my clients. If I said something that made you feel some type of way, you can let me know now and we can get to the deposit. But if you're unwilling to listen to me and let me speak while I listen to you and let you speak, then I don't think this is going to work, right? I don't mean any harm. I don't mean any foul. I don't mean to be disrespectful.
You write me a check for non-refundable.
You're not listening.
We got a deal. Are you able to have a respectful conversation or not more? You're not going to talk me into anything else because you're talking I'm not trying to talk. This is the way we do it.
So like I said, are we able to have—
so like again, instead of posturing, like let's just say we're actually at this point in the sales conversation, dude, just apologize, fall on your sword, and then circle back around. Like go at it at a different angle. Just banging your head against the wall and arguing with prospects, you're not going to make money that way, right? So it's like, it's just not a good strategy. And like again, would this guy have been like, if you're actually having to manage that client, like a headache? Like 100%. But if you're looking to get the close, that is not the way to get the close. Like, just put your ego, take it outside, put it outside, and actually have the conversation. If for whatever reason you pissed a prospect off, just apologize. Like, legitimately, unless you're posting every single sales call you have on Instagram, you can just keep it between you and the prospect that you apologize, right? If you, if you don't want that out there. So it's like, it's just something to where it's hurting you. It's not helping you. If you want to make as much money as you can and close all the deals, on some level, you just like, if you piss somebody off, just apologize, move forward, take it from a different angle, right? This is not helping him. So that's the biggest thing, don't allow your ego to cost you money.
Comment “LAZY” and I’ll send you how I’m making $100k/mo in sales working less than 4 hrs a day
