Christian Polk warns salespeople to catch vague language like "we" on cold calls and ask who's actually involved. Get spouses or business partners on the call early to surface their objections before they kill the deal.
We can craft. We get— while we homeschool is so that we can— it's like we, we, we, we, we. He's never said I once. Who's we? Him and his daughter, maybe. But he just said we do the curriculum for her. Is his wife going to be a part of this? Okay, right. Like, we don't know unless we ask. So when you hear that, even very early on in the call, you say, we? Excuse me, who's we? And then that way you get the— you get who we is. And like, let's just say, for example, The wife is going to be like, oh, doing the business and stuff as well, because like what we do, it's going to be fairly custom based off of like where you're at and really what you guys are looking at. And I know me and my girl, we have different perspectives on things, but it makes sense. And she's going to be part of the business to get her on the call so we can see what her perspective is and see what makes the most sense for you too. Okay. So we get in front of it because when you're talking about like a partner objection, if it's an actual like, hey, both of them are going to go into business together, that's a lot harder to overcome versus I'm going to do this and I just need to get my wife on board.
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