Kayvon K. (0:00)

Welcome to Pitch the podcast where real salespeople, entrepreneurs and business owners step into the spotlight to pitch their product or service and get unfiltered real time feedback from the 38 million dollar high ticket sales titan himself, Kayvon K. No fluff, no sugar coating, just brutal honesty, actionable insights and next level sales strategies to help you close bigger deals faster. If you want to pitch like a pro, dominate every sales conversation and take your business to the next level, you're in the right place. This is Pitch Me. Let's get started. And you're listening to Pitch Me. The show where we don't just break down your offer, we break through your entire approach to sales. This is part four of our seven part Pitch Me series and today we're talking about commitment. Not yours, theirs. Because if your buyer hasn't said it out loud, this isn't working, then they're not ready to hear your pitch. This episode is about getting them to make a decision before you make an offer. It's deep, it's, it's psychological, it's powerful and it's the difference between chasing deals and watching them close themselves. Let's get into it, dive in right now. And welcome back. It's Kayvon K. And this is the Pitch Me podcast where we don't just sharpen your pitch, we challenge the entire way you think about sales, influence and transform. Now, if you've been following along, salute to you. You already know that this is part four of our seven part Pitch Me series. And if this is your first episode, I want you to pause, hit the rewind and go back to episode one. This series isn't just random, it's a blueprint, a psychological staircase. Every episodes builds on the last. Brick by brick, layer by layer. So that by the end you're not just better at sales, you become a different human being. And today's layer commitment. But I'm not talking about your commitment as the closer or the business owner. I'm talking about their commitment. The prospect before the pitch, before the price, before you give them your sexy three step system or your limited time offer. There's one moment that must happen. They need to declare out loud in their gut, in their energy, that what I'm doing isn't working and I'm ready to change. See, it isn't just a sales move. This is psychology. This is the identity level transformation. Because here's the truth. You cannot sell a solution to someone who's still in love with their problem. You cannot lead someone who hasn't decided to leave where they are. And you sure as hell can't. Pitch transformation as someone who's still committed to staying the same. So today we're going to unpack why that commitment matters, why it has to happen before the pitch, and the psychology behind it. Why people resist change, even. Even when they're drowning in the consequences. This episode is raw. It's real. It's uncomfortable at times, but if you've ever felt you've had a prospect ghost you after a long, loving call. If you ever felt like your pitch was on fire but they still didn't buy, there's a good chance you skipped this part. And today we fixed that. Let's dive in. Let's change the game. Let's talk about commitment to change before the pitch even begins. Have you ever tried to help someone who wasn't ready to actually help themselves? You drop the wisdom, you pour your heart out, you map out the entire game plan, step by step, and what do they do? They just nod. They smile. Maybe they even say, thanks. Let me think about it. Then they walk right back into the same mess they said they wanted out of. It's frustrating, right? But before we understand this, let's zoom out. That's not just life. That's actually sales. That's what happens every single time you try to pitch a solution to someone who hasn't committed to change. And here's the trap. See the pain? You see the pain, you know the problem, you know the solution would blow their mind. But they haven't made that internal decision yet. They haven't received or reached that moment where they say, this isn't working anymore. I can't keep doing this. And if they have, and if they haven't had that moment, your pitch, your offer, your solution, it's just noise. It looks like pressure. It's just another salesperson saying to them, they. He's just trying to fix me. What happens is their walls go up. That's where objections come from. That's where the I need to think about it lives. Because on the subconscious level, they still think their current situation is safe. It's not great. Not joyful, but familiar. And in human psychology, familiarity often wins over better. So let's break this down even deeper here. People don't fear your solution. They fear what your solution will require of them. Change, discomfort, uncertainty. And that fear, it's primal. We're wired to avoid loss, not chase, gain. This is called loss aversion, once one of the most powerful forces in human decision making. And here's the kicker. Until they acknowledge that staying the same is also a form of loss. They won't budge. And until they feel the pain of inaction, they'll keep clinging to what's broken. So what do we do? We need to slow down. We need to stop rushing to the pitch. We need to hold space for their truth and for their surface. We need to ask the questions that pull the commitment out of them. Not force it, but pull it. The moment they say, yeah, this isn't working anymore, I'm done doing this way. I've outgrown this version of me. That's the switch. That's when the residence drops. That's when they stop defending the old and they start reaching for the new. Why? Because they said it, not you. It came from them. And that's where the power lives. That's where the leverage is born. And when they. When they say it in their words, their realization, their truth. Now, your pitch isn't something you're pushing. It becomes something they're pulling towards. That's the moment where sales gets easy. That's the magic where objections dissolve before they even are spoken. And this is why commitment before the pitch matters. It's not about hype. It's about alignment. Because once they commit to change, the rest of the conversation stops being a debate, and it starts becoming a discussion, a relationship. Trust, likability. Let's keep going. Let me tell you about one of my guys that I used to. That I had a call with. This was a massive opportunity. This was one of those dream prospects. They were hungry, they were talented, they had a solid business model on. All he needed was the right strategy. He just needed a little bit of the guidance and the right push. So he jumps on a call with me. There's a $25,000 offer on the table. And honestly, the discovery call was textbook. It was like, pain was clear. The vision was exciting. He was nodding, tracking engaged. Every box was checked. So I did what most closers would do. I pitched him smooth, confident, tight. I laid out the plan, the value, the roi, the timeline. And as he goes, this sounds amazing. But not yet, Kayvon. Now, at first, I almost brushed it off. I mean, I've heard every objection in the book, right? So I leaned in and I said, well, talk to me. Why not yet? And his answer? I'm not. I'm just not sure I'm ready to do the work. Boom, boom. I am not sure I'm ready to do the work. That was the gut punch, because in that moment, I knew I had rushed it. I had skipped the Step I pitched before he was actually committed. See, I had all the strategy in place. I had the logic, the benefits, the perfect close. But I never slowed down long enough to get him to say, this has to change, Kayvon. I'm done with this version of me. And because I didn't help him declare that truth, he wasn't actually ready to receive the offer. That wasn't a sales problem. That wasn't a leadership problem. That was a me problem. So what did I do? I sat with it. I didn't blame him. I didn't chase, I didn't send 47 follow up emails. I gave it a week and I picked up the phone and I said, hey, can I ask you a question? And he was like, yeah, what's going on? I said, what happens if nothing changes? Silent, long pause. I could literally feel the weight on the other end of the line. Then he says, well, I already know. I've been living in it for the past five years. And boom, that was the shift. He closed himself right there. No pitch, there was no offer sheet, there was no pressure, just hard truth. See, when he said, not yet, the first time, I wasn't. It wasn't because the offer wasn't right. It was because he wasn't ready to let go of the old version of himself. It wasn't about the money, it wasn't about the time. It was about identity. He hadn't fully accepted that the cost of staying the same was actually higher than the cost of the transformation. But once he faced it and once he felt it, everything changed. That's the power of the right questions at the right moment. And let me tell you guys something here. In sales, your job isn't to push someone across a line. It's to help them walk themselves there. Eyes open, heart open, fully aware of what's at stake. That's the art, that's the reality. That's the truth. Because once someone owns their reality, they don't need to be sold. They just need a way forward. So what I want to do here is get a little nerdy here, okay? Be that kind of nerd that actually helps you close more deals, change more lives. There's a psychological principle called loss aversion. And it's not just some academic theory. It's actually running your in your buyer's brain every time you get on a sales call. And here's what it means in plain English. People are more afraid of losing what they already have than they are excited about gaining something better. A perfect example. I always say this is Imagine I call you at 2 in the morning and I said, hey, hey John, I just want to let you know I'm outside your house right now. I got that $20 I owe you. What would you do? Most people right in the morning, they would go two in the morning, they're like, hey, like John, screw off man. Come, come give it to me tomorrow or, or you know, send me the money or whatever it might be later versus if I call John, I said, John, man, you're about to get a parking ticket, what would you do? You jump out of your, out of your bed and you run downstairs. Why? Because the pain of losing something is far greater than, than the gain of. Gain of getting something. So even if they have, what they have is a hot mess. Even if what they have is toxic, it's painful or clearly broken. Just remember that is more comforting than them actually gaining something new. Because this is why people end up staying in dead end jobs, one sided relationships, broken mentalities, stress routines they hate. It's not because they're lazy. It's not because they don't want more. It's because their brain is wired to favor familiarity and uncertainty. And here's the kicker. Familiar doesn't mean safe. It just means known. The human mind would rather suffer in a known reality than risk walking into an unknown one. Even if the unknown1 is 10x better. That's why selling change is so tricky. Because while you're over here pitching the dream, they're stuck clinging to the nightmare they already understand. So what does that mean for you as a closer? It means you can't start with the dream. You can't just jump into the new you, the future you, the freedom, time and wealth story without first honoring the pain that they're in right now. You've got to let them feel it. Not in a manipulative way, but in a real, honest, heart open kind of way. You gotta hold up a mirror and let them say it out loud. I'm tired of feeling like this. I hate how I let this drag on. This can't keep going. I want out, but I'm scared. That is commitment. Because what happens in that moment there becomes a shift, an emotional shift. Instead of anchoring themselves to the comfort of staying the same, they start to anchor to the consequences of staying the same. And when the pain of staying the same becomes greater than the fear of change, that's when transformation can begin. This is also why so many sales calls fall flat. Because most closers, they rush to the pitch. They lead with benefits. They Paint the fantasy. But the buyer is still emotionally bonded to the past. And so they nod. They say things like, ah, this sounds great, and then they ghost you the next day. Not because your offer wasn't strong, because you skipped the part where they let go. So let me ask you something real here. Have you ever had to make a huge change in your own life? Like actually leave something behind? An identity, a habit, a relationship. You know how heavy that moment is. You know the internal war. It takes just a minute to admit, this isn't who I am anymore. That's the battle your prospects are always in. And your job is to guide them through it. Not by convincing and definitely not by persuading, but by helping them see fully, clearly, emotionally, that where they are right now is actually cost them more than they realize. And the longer they wait, the more it will cost. Now, here's the beautiful part. Once they commit to change, actually commit to change. Once they own that truth, the pitch, it becomes very easy. Now they're leaning in. Now they're asking you for the next step. Now, your offer isn't the scary thing. It's the bridge out of the pain. That's why we say commitment has to come before the pitch, because you're not selling a product, selling a new version of themselves. And no one buys a new identity until they're ready to bury the old one. Let that sink in. I'll say this again. No one is buying a new identity until they're ready to bury the old one. So let's talk here about tools, because theory is cute. We all get that. Thanks, Kayvon. But questions. Questions are rare. The transformation appears. So here's some tactical magic, ones you can drop on your next call. And if you use these right, your prospects, they just won't answer you. They'll waken up. One of the questions I love asking is, okay, well, hey, John, just. Just out of, you know, 1 to 10, how. How committed are you to changing this? Don't let them give you fluff. Get that number. Why? Because numbers reveal truth. If they say anything less than an eight, don't keep pitching. You got to stop. And you got to explore that resistance immediately. What's holding you back from 10? Is it the pain? Not real yet? Are you afraid of what comes next? This is real sales. Conversations live. Hey, John, if you're only a five out of 10, I mean, well, what's going on? Who do you have to become? Or what do you need to do to just get it to a 6 and to a 7 and to an 8 to a 9 to a 10 where you're so committed. Not because Kayvon's telling you that you need to be committed, but it's because, John, you know, it's a criteria for you to get to the success you want is to change right now, today. Another great question is, hey, well, John, let me ask you this then. I mean, if you stay at a 3 out of 10, like what happens if nothing changes? And then you. Silence. You got to shut up. No soft tone, no rescue, just presence. Let the silence expand. Let them wrestle in this. Most people never actually say this out loud. And when they do, it hits different. You'll feel the shift in their breath. You'll see the shift in their posture, their soul. They'll go from curious to convicted. Another great question is, well, hey, John, why now? This isn't about deadlines. This is about urgency. Born before the truth. You're not trying to pressure them here. You're helping them find their reason. And if they don't have one, they're not ready. So you can ask questions like, well, makes. Like what makes us different than last month. Why is this showing up for you right now? Their answer will either reveal deep motivation or surface level bs. Another great question is, hey, John, I mean, if this keeps going another year, what do you think the cost is? This one's nuclear because it brings tomorrow's pain in today's decision. It forces the mind to feel the ripple effect. Not just financially, but emotionally, relationship, spiritually? What would another 12 months of this cost? Your business, your family, your peace of mind? These questions, they're not tricks. They're catalysts. You're not trying to convince them. You're trying to help them face themselves. Because once they speak that truth out loud, they're no longer avoiding it. They're owning it. And once they own it, they sell themselves. Your job is to ask the questions that open that door. So let's go a little deeper here in the identity shift. Commitment isn't just about the verbal. Yes. It's not just a checkbox. It's not a moment of hype. It's the identity shift in itself. When someone says, I'm committed to changing this, what they're really saying is, I'm done being who I've been. I see the pattern. I feel the cost. And I'm ready to become someone new. That moment, it's not light, it's heavy. In fact, it's sacred. Because what they're doing is choosing to let go of the version of themselves they've spent years of protecting. Even if that version was stuck, even if that version was in pain, it's still themselves. And letting go that identity, even if it's broken, it's scary as all hell. And this. This is where most salespeople crumble. They rush past this. They get uncomfortable, they change the subject or jump into features. But if you want to play the highest level, you got to do something different. You got to learn how to hold that space. You got to stand still while they shake. You gotta be the lighthouse in their storm. Not another crash, not another wave crashing in. And to do that, you can't be desperate. You can't need to sail more than you need the truth. You have to be centered, grounded, curious. You have to love them enough to stay with them in that moment, even when it's uncomfortable. Because when someone chooses a nude identity, they're not buying a product. They're becoming someone different. And that's where sales become sacred. That's where this becomes spiritual. So let's slow this down for a second. I want you to reflect. I want you to think back to a prospect who may have ghosted you. Not a flake, not a tire kicker, but someone who you actually felt like they were in and then they vanished. You have them in mind. Okay? I want you to ask yourself, think about this. Did they actually commit to change before you pitched? Did they say the words? Did they acknowledge the pain? Did they feel the cost of staying the same? Or did you pitch too soon? Did you skip the internal yes and go straight to the external offer? If you're being honest, you probably already know the answer. That's not judgment. This is the awareness. Now, for your next call, try this. Before you drop your pitch pause, look in the eye or feel them through the screen and ask them, are you actually committed to solving this? And make them say it out loud, with breath, with conviction. Don't skip this, because once they say it, really say it, the energy on the call will shift instantly. The conversations won't just be about product. It'll be about their future. And that is the space where transformation and closing actually begins. So let's recap this. People fear change more than failure. Your job isn't to sell. The dream is to get them to say, this can't go on. The commitment dissolves resistance, and you can't force it. They have to stay it themselves. The best closers in the world, they don't push. They pull the truth out of people, and they let them walk right into their own breakthroughs. That's what we do here. So before I wrap up, let me leave you with this. The cave you fear to enter holds the treasure you seek. I love this one. The cave you fear to enter holds the treasure you seek. The treasure isn't the product, it's the transformation. And that door doesn't open until the prospect says, I'm ready to walk through it. Next week, we go to part five, building Belief. Because we Once they commit, you better know how to hold that commitment and build a bridge to your offer. Until then, stay bold, stay honest, and for the love of sales, make them commit before you pitch. I'm Kayvon K. This is Pitch Me. Let's change the game. And you've just listened to Pitch Me with Kayvon K, the podcast where sales are redefined, objections are destroyed, and high ticket closers are born. Want to take your pitch to the next level? Subscribe now, leave a review and join the Pitch Me community. And if you're brave enough to pitch live on this show, head over to www.pitchmepodcast.com and apply today. Until next time, keep pitching, keep closing, and keep connecting.