6 Point Checklist for Enrolling Clients into High-End Programs

This week's question from my portal “The Neagle Code: Directions
for Life”
comes from Marianne.

Neagle                 Code Question

Dear David,

I have a strong desire to build a successful business, but how do I convince my prospects to invest in my high-end programs? I know, without a doubt, that I can help them. How can I make THEM see that as well?

Neagle                                               Code Answer

Hi Marianne and thanks for the great question!

The truth is…you shouldn’t EVER convince anyone to buy anything.

If you feel like you must convince, there are huge parts of your sales process that you’re missing.

Here’s a quick checklist to help you go from convincing (which never ends well), to influencing (which empowers).

1) Have you clearly discovered what they truly want?
Note: This should be their deep desire. It’s usually NOT the 1st thing they say they want.

2) Have you clearly explored with them what they think is stopping them from getting what they want?

3) Have they told you, in detail, what will happen if they don’t overcome this problem?

4) Have you excited the possibility that things can be different?

5) Do you have a clear understanding of their willingness to change?

6) Will your program or package support them in solving this problem within their desired timeframe?

If you can confidently answer these questions, and your prospect can clearly see the light at the end of their tunnel, there should be no convincing needed.

In fact, your prospect will be grateful for the conversation and desire to continue working with you!

And just a reminder…if you enter into a sales conversation with closing a sale on your mind, you’re not showing up in service to your client.

Always come to a conversation with the sole goal of helping whomever it is you’re talking to.

Add value to their life and value will be added to yours.

That in itself can make all the difference.

Just Believe,®
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  1. Thank you for both, great question and great answers!
    Now I am curious: how do I gain a clear understanding of whether somebody is willing to change or not?
    And in general: what does the willingness to change depend on or what are the “influencing factors” for creating
    “willingness to change” in a person?
    That would be interesting to know.

    Thanks and with best regards


    • You should be able to tell over the course of the conversation Joseann, but there is no set formula for identifying willingness. For me, it was always in the way the questions were being answered and the tone in which those answers were coming out. To be a person of influence you have to be willing to ask the difficult questions, push a little, and never allow the individual on the other end of the line to drag you into their story. Listen closely in those sales conversations and you’ll be surprised at what you truly hear and how it relates to willingness to change. Thanks for the post.

  2. This is a terrific set of insights. You make it all easy enough to do. I feel empowered with the idea of empowering my prospect first. There is no push here. No fast talk. No slight of hand. This may be one of the few times I can honestly say, I CAN DO This! Thanks David.

    • It’s the age old proverb Em, ‘Give a man a fish and you feed him for a day; teach a man to fish and you feed him for a lifetime.’ When you come from a place of influence and empowerment, you are coming from a place of giving rather than getting. In those moments, everyone wins. And yes, you most certainly can and WILL do it! Appreciate the post.