Christian Polk shows how to ask prospects questions that make them realize their own behavior is the problem, not external circumstances. He explains why getting someone to own the issue internally is crucial for selling improvement offers rather than external solutions.
Chapters
So what do you feel like you might be, I don't know, maybe like, saying on your calls, or maybe something you're not saying, or it could even just be how you're coming across in your tone. So I asked that question a very specific way. I'm. I'm asking what's missing with specific areas that I help with, what he's saying, what he's not saying, or his tone that's causing the problem he just told me he had. Now, the reason I asked that in a very specific way is because if they answer the question, they admit that they are the problem. This is specifically important for improvement offers. If you help somebody get better at doing something they're already doing, they need to admit that they are the problem. It cannot be, for example, his offer. It cannot be the fact that he is new, can't be any of these things are external to him. Why? Because if it's external to him, then he cannot solve that problem. I cannot solve that problem because the problem's outside of him. It's not actually him. It's very different when you're selling, for example, a biz op offer. Let's say you're helping somebody quit their job, them saying that their job sucks. Kudos, right? Like they want something different and you offer them something different. I don't offer him anything different. I offer him getting better at the thing he's already doing. But the only way he can get better is if he admits he's the problem.
