"you're not my therapist" vs. $50k/mo Closer

Dude, you're a sales guy, not a therapist. I told you already, this is how I make decisions.

Sorry if I upset you there.

Diffusing, good. Probably want to use the word sorry.

Can I make one suggestion, man?

Asking permission before you go into it.

This is good because I've heard it before.

Not good. It insinuates that this is actually valid for him to give an objection like this.

What you asked me for, though, is accountability.

Bringing back up something he talked about in the actual sales call, good.

Do you mind if I give you some?

Yeah.

The whole like, this is just how I make decisions thing. Has that process of decision making actually been working, or has it just been keeping you safe and comfortable and not getting the results you want?

I'm doing pretty well.

Okay. Are you playing at the level you want to, though?

Prospect not falling into the frame. So he is doubling down. This is good.

Because if you say that you're doing great, you're subconsciously telling yourself that you're doing that.

Reframing that the reason he's not where he wants to be is because he keeps telling himself that he's already good, which doesn't leave room to grow. Good.

No, I'm not.

Because the thing that I've noticed is that when he said, no, I'm not, took a step in his direction. He did not ask him why to actually get him to take more steps in his direction. So that is a missed opportunity.

The guy who says, this is how I decide, is usually the same guy wondering a year later why nothing has changed.

I'm getting what you're saying. Yeah, this is not actual buy-in. You need to get them to articulate why they agree with you so they come more in your direction. This is a missed opportunity.

You want to feel in control because it's a more comfortable feeling. You want to feel in control. But is that control actually creating progress?

Pinning how he makes decisions versus what he actually wants. This is really good.

Yeah, I know what you mean.

I can appreciate that.

Again, he said, yeah, I get what you mean, but he's not actually buying into the frame. Push back. Get him to actually articulate another missed opportunity.

But if the solution were to just hop on a call, then everyone would be rich. The solution is actually making a decision and betting on yourself because there's always going to be the guy who walks into the gym on New Year's and doesn't actually make the change, but he does walk out feeling better about it.

Good analogy to shift how he's viewing things.

So what happens if you continue?

The problem with this, he keeps on using frame but not getting buy-in on the frame. So he has to use frame after frame after frame. It'd be better when he uses the frame, gets buy-in, asks him why. So that way the prospect takes more steps in his direction so he doesn't have to keep using frame after frame after frame.

Make these comfortable decisions like, hey, this is just not how I make decisions. And you keep on going back to that.

There's no growth.

What does no growth mean?

You're stuck.

So being stuck, how would that actually affect you though?

Doubling down and asking a more specific question to get a better consequence question. Good.

I want to. If you were already the version of yourself who made the move and backed himself and bet on himself, what does he do right here?

He would take that bet on himself.

Future pacing of if you were the person who you wanted to be, what decisions would you make right now? This is good. Overall, could have cut down a little bit just on asking why, getting a bit of pushback, but good frames to get somebody across the line.