Christian Polk shows how to call out vague answers and force prospects to give real numbers. He uses a pattern interrupt to get a prospect to admit they're losing three deals per week instead of dancing around it, then explains why letting dishonesty slide kills your credibility.
Questions this video answers
Four additional deals per month.
$2,000
Chapters
Well, how much sales are you losing right now because of that? I at least last like two in this last week that I can remember. Off the top. Well, it's like at least two. Like, how much is it really? Like, you can be real with me, dude, and this is something you should always do if people are wishy washy, do not accept their wishy washy number as factual. So he goes, maybe two, right? He's not sure. It's like, hey man, you could be real with me. A little pattern interrupt, a little bit of humor then causes him to give you the real answer. I need specifics out of him, and this helps me stretch the number gap as well. Going from losing two deals per week to three deals per week equals an extra four deals per month. He's missing out on extra $2,000. Just because I caused him to clarify what the real number was. Now, it doesn't mean that I made a new sale that he lost every single week. It just said he wasn't being honest with me. Now he's more open because I called him out on his bullshit. Because if you allow people to lie to you just in any part of the conversation, the more comfortable they are going to get in line to you. So when you get to the end of the con conversation, how do you know you're actually getting the real objection? And that's the reason you're running in circles, because we haven't gotten to the truth.
