Minute 22 of the call. You've explained the programme twice. They've nodded, said "makes sense" four times, and you can feel the "let me think about it" forming. You talked for 18 of those 22 minutes. This file is 50 questions, sorted by the minute you ask them, from the 0-to-3 opener to the minute-40 commitment, each with the follow-up that turns "yeah, kind of" into a number, a date, or a decision.
Not "ask open-ended questions". The actual questions, the minute to ask them, and what you say when they answer. Two, exactly as written.
Why it works: they said the number, not you. Now when ₹85,000 comes up at minute 32, it's sitting next to their own ₹4 lakh. The follow-up asks "am I overstating it?", which makes them defend the number instead of you.
Why it works: "I need to discuss with my wife" is the number one Indian objection and it usually means "I don't have answers to her questions". Asking at minute 36, before you present the price, means you answer her questions while she's still hypothetical.
That's 2 of 50. The other 48, including the 3 questions that spot a tyre-kicker by minute 8, the "future" set that makes them describe the outcome in their own words, and the 8 commitment questions, are in the PDF below.
Fifty questions, sorted by minute, each with the follow-up that turns an answer into a commitment, plus the 70/30 call map. Where should we send it?
Fifty questions, sorted by minute, each with the follow-up that turns an answer into a commitment, plus the 70/30 call map. Where should we send it?
✓ Instant download. No spam. Just the file, and occasionally something worth reading.
Tonight: pick 12 of the 50, one or two per section, and write them on a card next to your laptop. On your next call you'll talk less than you ever have, and the prospect will say the words "so what's the next step?" before you do.
Download Again ↓Six questions that set the frame, get them talking, and confirm the three gates before you go a step further.
Ten questions that map what they've tried, what broke, and what they blamed. Tyre-kickers get spotted here.
Ten questions that get a rupee number out of their mouth for the problem. The most important section in the file.
Eight questions that make them describe the outcome, specifically, in their own words.
Eight questions on budget, timing, and who else is involved, asked before the price, not after.
Eight questions that move from "makes sense" to yes, no, or a dated next step. Never "let me think".
Minute 4: they said "so tell me about the programme" and you did. For eleven minutes. Uninterrupted.
Minute 19: you asked "does that make sense?" for the third time. They said "yeah, yeah" for the third time.
Minute 31: you said the price, then immediately said "but we can be flexible". They hadn't even flinched yet.
Minute 40: "Let me discuss with my husband and get back to you." You said "of course, no pressure!"
9:14pm: you're drafting a follow-up message that starts "Hey! Just checking in on our chat..."
None of that is a closing problem. It's a question problem: you did the talking, so they never sold themselves. This file gives them the questions that do.
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