Christian Polk tells salespeople targeting wealthy buyers that looking poor kills deals. A messy background or virtual setting creates doubt in prospects considering $25K-$100K purchases. Projecting competence and success through your environment, clothes, and setting boosts credibility and close rates to 55%.
Chapters
When you're selling to rich people, don't look poor. If you're going to be taking $25K, $50K, $100K off of somebody, you have to look the part. Some of the mistakes that you can make is like virtual backgrounds and different things along those lines. What it does is it causes a bit of doubt. Now, am I saying you cannot make sales if you don't look the part? No, I'm not saying you can't make sales, but it definitely will hurt you. Like last month, I closed over 55% of these deals, 46% scheduled to close. And the reason I'm able to close at such a high rate is, well, like the authority, the skills and all that. But it's like a big part of it is like I look the part. These guys are talking about like multi-hundred thousand dollar deals. You have to make sure that you come across like you're an authority, you know what you're doing and you have money. Okay. Now you don't have to go get a big old swanky apartment or anything along those lines, right? Jesus icons definitely do help, but at least look the part to some degree. It doesn't really take much, but you just got to make sure you actually put some effort into it.
