Christian Polk argues salespeople should push for immediate commitment instead of letting prospects say "think about it." Once the call ends, prospects procrastinate and revert to old patterns. Instant decisions accelerate results by weeks and build the habit of taking action.
Chapters
He's totally bought in. The highest likelihood it is for him to move forward is right then and there. That's number one, because just as soon as he hops off the call, if his natural pattern is to wait, push things off, take the responsibility off of him and put it on other people, like, yeah, you had a good conversation and you got him to see like, hey, that's probably not the best way to make decisions. But naturally people are just going to fall back into their patterns, right? Yeah, it just is what it is. So that's number one. Number two, if we truly want to help him moving forward as soon as possible is going to be the best way to help him. Because again, then he has 2 weeks earlier to his goals, 2 weeks earlier to his outcomes, whatever, whatever it would be. And then you're also— again, he's teaching himself when he knows he needs to do something, he just does it right. You need to build that muscle and help other people build that muscle too of like, hey, I know I need to do something, I'm going to do it, which is just going to help you in every area of life. So not only is it going to increase the likelihood you get the sale, but he's also going to get better results if he moves forward right away.
