Christian Polk breaks down a sales framework for closing Indian prospects, arguing the belief that they can't be closed is an excuse. Instead of negotiating price, shift to their identity and future self-image, then create urgency by contrasting two versions of their life, like staying the same versus earning $20K/month.
Chapters
Is it impossible to sell Indian prospects? Let's actually break that down. So understand, if somebody's saying, hey, I just can't close Indian prospects, they're giving themselves an excuse to be a bitch. Indians, there are 1.47 billion of them. That is a large market share. Are you just going to say no to that? For example, one of my clients sells a program helping people buy a business. Nearly half of the people he sells are Indians. It can be done. Now, here's what you're not going to do to sell them. You are not going to negotiate with them because we're in America, motherfucker. What you need to be doing is you need to shift the conversation between the nitty-gritty stuff in terms of like the price and stuff they need to negotiate about. And you need to sell to their identity, who they see themselves as and who they need to be. Right now, we're not deciding on whether we should do the program or not. We both agree the program works. We're deciding on the type of person who we need to be because we can either choose to be the father who we have been, who can't really be there for his kids, or we can choose to be the $20K per month version of ourselves and actually have the freedom we need and be the dad we want to be. Who do you want to choose? Again, make them choose and then get them to defend it. Why, though? Once you get buy-in, you're going to say this. Well, in order for us to actually be the person we need to be, we need to start making decisions like we're already there. For example, if somebody's 500 pounds, they don't get a six-pack and then start going to the gym. No, they start going to the gym now. Would you agree? Obviously they're going to agree. So what do you have to start doing to become that $20K per month version of ourselves? What if you don't, though? Right. Once you get their buy-in of like, oh, I need to do something. Well, what if you don't? Consequence. And we continue to stay the person we have been. That consequence is going to create urgency. Are you okay staying that same person? They should obviously say no. And then from there, we're going to go ahead and ask for the sale. So what do we need to do to break free and know you're doing everything in your power to get whatever outcome they said they wanted, not only for you, but for your kids? Now, this is going to work if they have kids, but insert whatever is important for them and then use this on your next sales call, especially if they're Indian, and close that deal.
