The Consistent Performance Podcast · 2025-04-25 · 8 min
Key moments - from our scoring
Substance score
25 / 100
Five dimensions, 20 points each
This episode focuses on a non-pushy sales framework for agency owners competing against other vendors. Rather than aggressive closing tactics, Markert advocates for deep discovery about competitors prospects are considering, asking what they liked and disliked about previous agencies, then positioning your service to address those gaps. The key insight is shifting from telling prospects why your agency is better to asking questions that make them sell themselves. Once they've articulated that your solution and process are right, you isolate the real objection - is it budget or conviction? - using a double tie-down technique to confirm their certainty before entering financial negotiations. The framework relies on a strong initial presentation; weak pitching undermines the entire approach. Sales scripts are recommended to ensure consistent execution across all proposal calls.
Ask prospects what they liked and didn't like about other agencies they're considering, then address those specific gaps in your pitch. By showing you listened and understand their concerns, prospects will see you as the better choice without you needing to claim superiority directly.
Asking 'why don't we' puts their brain in a mode to think of reasons not to move forward. Asking 'should we do this?' keeps focus on the value and gets them to commit verbally to the decision.
Use a double tie-down: ask if they're 100% convinced the process and solution are right (separate from money), and if so, confirm that budget is the only remaining question. This isolates which objection is real.
It shows you're not threatened and gives you ammunition to understand their priorities. When you acknowledge the competitor's strengths, prospects open up more honestly about what they're actually missing.
Our reviewer’s read on each dimension, with quotes from the episode.
The episode packs several tactical sales moves into 8 minutes (competitor pattern interrupt, positive vs. negative close framing, objection isolation), but explanations are shallow and rely on hypothetical walk-throughs rather than developed reasoning. A few non-obvious reframes exist but are quickly glossed over.
you always asked, why do we not go ahead with it? Which gets their brain to think of reasons why we should not do it
Is it a process They were not convinced about you and how you presented the service, or is it the money topic?
The 'ask what they liked about a competitor instead of bashing them' angle is mildly contrarian, but tie-downs, objection isolation, and 'let them sell themselves' are standard sales training concepts recycled here without a fresh frame or novel model.
total total pattern interrupt because like why would he ask what i liked about him shouldn't he say he's much better
you never tell them like, yeah, we are the best
There is no identifiable guest; the episode is a solo coaching monologue by the host directed at an unnamed, unseen agency owner client. No credentials, scale of experience, or verifiable practitioner background are established for any speaker.
I'm your host, Cillian Markert
now you practice this on the next calls and that will be really good for the next proposals that you have
All examples are entirely hypothetical and use placeholder language ('traffic to X', 'that many new leads per X'); there are no named clients, real dollar figures, conversion rate data, or actual case outcomes to substantiate the tactics.
to get your traffic to X, to get that many new leads per X
you told me the SEO, you've been considering this now for a few months
The episode is a one-sided monologue with no real guest dialogue, no follow-up questions, and no genuine back-and-forth; the 'conversation' is entirely the host scripting hypothetical exchanges, which means craft cannot be evaluated and is essentially absent.
Short break, don't worry, guys. It's going to continue as usual just in a second. If you have already liked and enjoyed the podcast up to this point, then my only ask from you would be to give it a five-star rating
Where should we take this from here? I mean, if it's appropriate, I have nothing else to go with you.
Computed from the transcript - who did the talking, and the words that came up most.
In this episode of Consistent Performance, Kilian Markert focuses on effective sales techniques to handle objections and secure deals If you have any questions for Kilian or want to scale your agency or consulting business past 100k per month while cutting your time in the operations in half, then book your free assessment & discovery call here: In the last 6+ years, Kilian and his team at Consistent Scaling & Performance have worked closely with 100s of 6 & 7 figure agencies as well as multi 7 & 8 figure brands. Kilian and his team help you build predictable sales, efficient processes and & A-Player team ... so you can scale to multi 7 and 8 figures without being stuck in the operations. Book your free consultation call now:
Transcribed and scored by The B2B Podcast Index.
You want to collect a little bit more ammunition, understand exactly where they're at. You listened, presented yourself differently. They know, okay, this agency is better. Welcome to a new episode of the Consistent Performance Podcast.
Being successful as an agency owner or online entrepreneur is not just about accumulating more and more information, but it's about better implementation and execution. Because when you're able to be truly consistent with the right habits and actions, both in your business as well as your life in general, that's when the magic happens. That's why on this podcast, we give you the right strategies and frameworks for you to be able to achieve consistent energy and consistent performance so that you're able to grow your business the most efficient and effective way possible without sacrificing yourself, your health, or burning out along the way.
I'm your host, Cillian Markert. Let's get started. That is your approach of being better. So let me explain.
So two things. First of all, in the solution awareness question, did you already dive deeper into the previous agency? You should have already on the first call asked them about, so you told me the SEO, you've been considering this now for a few months, right? Or it's been a problem.
The traffic has been a problem for X amount of time. Have you reached out to anyone else to get help with this in the past? And then they either say, yeah, we kind of consider this previous agency. I don't know about them.
And then I would have, if they mentioned that, that you should have started already. Okay, so you consider them as well. Do you already have a call lined up? Where are you at in the decision-making process with this?
Understand exactly where they're at. Do they have calls? Yes or no? Are you just thinking about it?
What you would have done is you want to collect a little bit more ammunition, meaning you want to ask them then, so is there anybody else you're considering? And then they would have said, yeah, we have this other agency as well. Yeah, great. Did you have a call with them already?
Yeah, no, not yet. Do you still plan on talking to them? Or do you want to rather make a decision rather sooner on this Yeah we might consider some other options Yeah great I know you work with them historically i mean what did you like about working with them total total pattern interrupt because like why would he ask what i liked about him shouldn't he say he's much better and then you know and then he says like yeah we really actually like yeah they were reliable they did their stuff on time so on so on well great sounds all good sounds like they might be an option If you could do anything different or if you, was there anything that you wished for that you did not like though in the collaboration with them?
Yeah, you know, and then they're honest because they see like you don't only bash them. You have both aspects in mind would really open up. And then you would use that information in your pitch immediately to position yourself better. And then it might not even come up that they consider the other option because they immediately see you listened, you got all the info, what was their concern with the other agency, presented yourself differently, and then they know, okay, this agency is better.
In this non-pushy weight, what you could have done better is ask them now in the follow-up call, I guess you're still considering the other agency, then I would have probably done this. So it seems like, you know, you're still considering them. So what was good with the other agency? And then it's, yeah, we've worked with them together.
We know them. We kind of trust them, right? Well, sounds great. But was there anything why you're not so sure?
I mean, you're not jumping ahead and have signed with them. Something you're kind of missing with the other guys. I hear you're saying that you feel like they were not able to handle these bigger accounts or they're not kind of that. And from what I presented to you so far, do you feel like we might be potentially a better choice in that regard?
See? And then they say, yeah, I guess it seems like. And then you say, why though? And then he keeps on going to sell himself.
Yeah, because I guess you guys said that you do this and that and that. And you just keep asking questions. And you know, like you never tell them like, yeah, we are the best. And obviously all of this only works if your presentation was strong If your presentation was weak they would say well I don know It was not a good presentation you know If you present it really well they will sell themselves Short break, don't worry, guys.
It's going to continue as usual just in a second. If you have already liked and enjoyed the podcast up to this point, then my only ask from you would be to give it a five-star rating so that we can draw more people to this podcast and have more people enjoy the value in it. Thank you so much. Where should we take this from here?
I mean, if it's appropriate, I have nothing else to go with you. The next step really would be that we make some arrangement for your account, get the proposal signed, get this and this cleared, and you explain the next step. Would that be appropriate? So that's like a very soft transition into a confirmation.
And the other thing you can do once they always say, yeah, actually, we should go with you, you just directly ask for the close. You directly ask, so should we go ahead and do this? That's also a thing you could have done differently because you said, you always asked, why do we not go ahead with it? Which gets their brain to think of reasons why we should not do it.
And instead, you should have shifted the attention around them selling themselves while yours is a good option. Once that is clear on their head, you ask for the close a few times. So should we do it? And then they say, come on, yeah, you're right.
Let's just go ahead and do it. hey, totally no problem. Aside from you thinking about it, do you feel like this is 100% the exact process you're looking for to get your SEO to X and now is the right time for this? You know, just thinking about it aside, money aside, is the process and what I presented to you 100% what you feel like you need to get to and you talk outcome, to get your traffic to X, to get that many new leads per X.
You're basically standing at the tree, you're shaking the tree to get the objection out. Because if you say, is it 100% the right thing? They will either say they not convinced about your service and about you as an agency or they will reveal no it a hundred percent We convinced it literally just the money You basically isolating here Is it a process They were not convinced about you and how you presented the service, or is it the money topic? And then if you say, no, it's a hundred percent, the right thing.
We just need to look at budget. So, so John, just to be sure you're not going back and forth. If that's the right thing for you to do, you know, it's your goal. you want to get help with SEO, it's just about the right budget.
Is that correct? Double tie down so you confirm so that they actually are sure about this. And then if they say yes, then you can go into financial objection and you can talk about budgets. Now we have it isolated.
It's a budget question, right? Because if we don't ask the question like this, we will never know. Is it budget? Are they not sure about us?
Do they think the other agency has a better process? And we're going back and forth. and now you practice this on the next calls and that will be really good for the next proposals that you have. We have that in the script, in our sales script, because then literally whenever you get hit with something like this, you know exactly where in the script is it because then you know, okay, I remember that's what I need to say next.
And that's easier, you know, as well, especially when you just practice it. Did you like this episode and want to learn more? Check out the show notes. In there, you'll find all the links and resources from this episode.
But remember, only listening to the podcast will not change much unless you start implementing and executing on what you have learned consistently. Would you like to know if we might be able to help you take your performance to the next level? Then go to KillianMarkert.com and apply for your free consultation call.
On this call, we'll help you come up with a performance game plan to level up your daily productivity and energy and grow your business the most efficient way possible without sacrificing yourself, your health, or burning out along the way. Head over to KillianMarker.com and apply for your call now.
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