Christian Polk breaks down where a sales rep's roleplay fell apart: the rep nailed the frame and binary choice but forgot to ask why the prospect picked their option and spell out what staying the same costs them. That final 20% is what converts interest into action.
Chapters
Wasn't that obvious why in the best position, why you got her to buy into it, right? Like you don't need to say word for word every single time. Like going into a frame, like that's fine right here. We just didn't finish off the frame. You need to just finish off the frame, like just, you just drill that into your head. You got the buy in, so that was fine. But then once you give the binary, like, hey, would you rather do this or this? Once she chooses the second one, she takes a big step in your direction. Then now's your time to actually strike why though? Get her to actually tell you why. And then from there you consequence the first option. So in that example it's like, okay, would you rather that, you know, feeling constrict you and you stay the same or shape that feeling, taking massive actions like, well, of course take massive action. Well, it's not so obvious. Why would you say of course take action? Oh, because I know I need to because of this, this and this and this. So I do have to ask, like, what happens if you allow this feeling to constrict you for the rest of your life? Like it has this past five years and then if they give you a more surface level consequence, like, oh, well, things will just stay the same. It's like, yeah, some people are fine with things staying the same. Like be real thing. What would be like the actual day to day impact of things staying the same Six months from now you stay in an exact same situation. Are you going to allow that to happen? Because like right now this is a choice. So what do we actually need to do? So we don't allow this to happen, then we move forward. So it's not that the frames that you're using, like the frame's good, you got into it in your own way. Like that's fine. You never need to say it word for word, right? As long as you're conveying the same meaning, it's at the end. You just need to make sure you're just doing the work to tie it off. You did 80% of the work, but it's that last 20% that really ties things off.
