Blog - Page 54 of 74 - David Neagle

What To Do When New Clients Back Out

March 15, 2014

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

Hi David,

I recently purchased your Compassionate Conversion Program, and I’ve put it to good use. My sales have increased, but I’ve had 2 new clients email me in the last 2 weeks and tell me they’ve changed their mind!

I don’t understand…they were so excited to get started.

Is there something I can do to prevent this from happening again?

Hi Fiona!

I’m so glad to hear that your sales are increasing!

Yes, there are a few things you can do that may prevent your new clients from changing their mind.

First let me explain 2 of the main reasons this happens.

Here’s a FACT: People hate telling other people no.

Here’s another FACT: Fear, worry and doubt are growth’s worst enemies.

So while your having the sales conversation it’s important to do 2 things.

1) Always ask for a deposit before ending the call. The act of them giving a deposit is a clear statement of commitment. If they are excited about working with you, but refuse to give a deposit, they are not really excited about working with you and are probably telling you what they think you need to hear to end the conversation.
No deposit=No commitment

2) Be proactive. Before ending the conversation, let them know that as soon as they hang up that their ego will go to work on them and desperately try to bring in fear, worry and doubt to get them to change their mind.
Ask them, “What’s going to stop you from following through with this commitment 100%?” This way, if they do contact you and say they’ve changed their mind, you can remind them of your previous conversation and they can see how fear, worry and doubt are clouding their decisions.

If you don’t understand their true sense of urgency, if you’re giving off a vibration of getting rather than giving or if you’ve not closed the sales properly are just a few more reasons clients “change their mind” after you feel you’ve enrolled them.

To learn more, I’m hosting a free livestream training solely focused on the real reasons great prospects say no.

If you’d like access, simply opt in at www.WhyTheySayNo.com

Just Believe,^®

PS: The Neagle Code: Directions for Life is a weekly no-cost
program that is open to everyone! Each week, I'll select and personally respond to one question received via the above “The Neagle Code” page that I feel in my heart will help the most people. (You may choose to remain anonymous if you wish, with our full support.) It is my deep, heartfelt intention that ~ in answering your questions ~ I may provide you with the Universal Truths that in committed application, will set you free. Simply submit YOUR burning question at: www.DavidNeagle.com/ask-david to participate.

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[8 Steps To A Live Presentation That Sells Series] Article #10 ~ Your Story Helps People “Get It”

March 13, 2014

Note to our readers: The last issue of the Ezine had a misprinted article. The article below is what should have appeared in the February 27th edition. Our apologies for any confusion!

When you’re speaking for the purpose of sales, your rag-to-riches story is central to your presentation. Again, this is the tale of how you got to where you are today.

If you present your story honestly, with real emotion, you not only create a connection with your audience that greatly increases sales, but you help them understand what you’re teaching in a deeper, fuller way.

Here’s how that works:

By this point in your presentation, you’ve done Steps 1-5. You’ve grabbed the audience’s attention, told them what you’re going to do and laid down the ground rules, established your credibility with testimonials and case studies, and transitioned to your story. Now, it’s time to tell it.

Typically, in a 90-minute presentation, I will spend about 20 minutes telling my story, which is about being sucked through a dam.

When I tell that story emotionally, I condition the audience to be emotional about it too.

Then I move on to the topic I’m teaching, but I return to my story to drive home the main points.

When I do that, I actually re-elicit the emotions the audience felt when they heard my story the first time, and then they become emotionally involved in what I’m teaching as well.

For instance, if I’m talking about changing beliefs in the subconscious mind, I might say, “Before I got sucked through the dam, I was a very angry person. My subconscious mind was in total control of my life. I was reacting to my environment all day long.”

Remember, people listen with their ears, but they hear with their emotions. So they’re not just casually listening to me, they’re really hearing me. Thus, instead of the subconscious being a dry topic, their emotions are involved in their learning, and they’re understanding the subconscious like never before.

I’ve been testing this for years, and get emails all the time from people telling me that they knew parts of what I was teaching, but because of the way I explained the material, it was completely fresh, as though they were hearing it for the first time.

And students who thought the subconscious was too complex or difficult to understand, finally “get it.” They come to me really empowered by the possibility of applying that understanding in their lives.

For the teacher and the student, that’s exciting.

And do you think that translates into sales? You bet it does.

When you skillfully weave your story into your teaching, you give your audience a huge gift that can transform their lives.

In their minds, they’re already lining up in the back of the room.

And that’s exactly what you want your audience to be thinking as you transition to the close.

David Neagle, The Million Dollar Income Acceleration Mentor and author of The Millions Within, teaches entrepreneurs and commission-based sales professionals how to quantum leap their current incomes past the 7-figure income level, often in less than 12 months. As a world-class speaker, sales trainer, and success-mindset mentor to some of the globe’s top CEOs, David also privately mentors big decision-makers in their pursuit of quantum success and peace of mind.

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Speaking to Sell: What to Do When Your Audience Doesn’t Respond to Your Offer

March 8, 2014

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

Hi David,

I recently spoke in front of a group of about 100 of my ideal clients. I thought my presentation was well done, and many people told me as such. My problem is this: No one claimed my free offer that I made from stage and I can’t figure out where I went wrong. I ended up leaving without a single interested prospect.

Can you give some advice about what I may be missing here?

Thanks!

Hi Mark!

I like to think of speaking from stage like peeling an onion. With each layer you peel or strategy you use, the closer you get to the center or goal.

The very first layer, and one that’s the most often overlooked is research.

Anytime you get the opportunity to speak in front of a group of people you need to ask yourself a series of questions.

The more information you have about the audience, the easier it will be to hit your goal.

The first question I always ask the event host is:

What is the primary reason these people have gathered here today? What are they looking to learn?

This is important, as you want to make sure that whatever you’re presenting is touching on those things or outcomes.

The second question I ask is:

Who are the other speakers or what are the other topics being covered?

Generally you want to be complimentary to the host and speakers not contradictory. If you’re not paying attention, a different speaker may have already covered your topic and you’ll lose the interest of the audience immediately.

To be honest, there are so many pitfalls when it comes to speaking from stage, Mark. You could have lost them at the beginning or you could have lost them in the middle of your presentation. There’s really no way to tell without seeing the actual presentation.

It’s for this reason, I’ve created a special training that leads you A-Z from creating a presentation that sells, to the technique and dynamic of actually what happens once you’re on stage.

If you’re interested in more info, give my team a call at 877-776-6364.

Just Believe,^®

PS: The Neagle Code: Directions for Life is a weekly no-cost
program that is open to everyone! Each week, I'll select and personally respond to one question received via the above “The Neagle Code” page that I feel in my heart will help the most people. (You may choose to remain anonymous if you wish, with our full support.) It is my deep, heartfelt intention that ~ in answering your questions ~ I may provide you with the Universal Truths that in committed application, will set you free. Simply submit YOUR burning question at: www.DavidNeagle.com/ask-david to participate.

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How to Eliminate Price Objections

March 1, 2014

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

Hi David,

What would you do when you finally, after a struggle with your self-worth, set a price for your service that is true to you and then some potential clients in your industry tell you that your prices are outrageous, especially for a beginner. Top-notch people in the industry charge less than you.

Hi Dijana and thanks for your question!

First of all, congratulations on setting a price for your services that are in alignment with who you are and what you offer! That is a task that many entrepreneurs struggle with.

What would I do? Honestly, I wouldn’t do anything!

There will always be people and messages that appear in your life to create doubt in your mind toward the decisions that you’ve made.

Remember: Your sub conscious mind will create whatever it needs to get you to go back to where it perceives you are safe.

Hold firm in your decision Dijana, and really ask yourself if these people who have told you that your prices are outrageous are your ideal clients.

I’m guessing they are not.

And the next time you get that objection, stand confident in your offerings and ask them,

“You believe this is expensive? Compared to what?”

This will tell you how they are approaching their buying decision and allow you to see what’s really going on in their mind.

Just Believe,^®

PS: The Neagle Code: Directions for Life is a weekly no-cost
program that is open to everyone! Each week, I'll select and personally respond to one question received via the above “The Neagle Code” page that I feel in my heart will help the most people. (You may choose to remain anonymous if you wish, with our full support.) It is my deep, heartfelt intention that ~ in answering your questions ~ I may provide you with the Universal Truths that in committed application, will set you free. Simply submit YOUR burning question at: www.DavidNeagle.com/ask-david to participate.

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[8 Steps To A Live Presentation That Sells Series] Article #9 ~ Lay It All Out

February 27, 2014

If you’ve applied Steps 1-6 of my formula for a live presentation that sells, you’re rounding the bases and getting ready to slide into home.

You’re now ready for “the close” ~ the portion of your talk that is specifically devoted to selling the product or service that will be available in the back of the room after your presentation.

Many speakers get to this point and choke.

They’ve done a great job sharing their story and weaving it into their teaching (Step 6), but then when it’s time to transition to the close, they get awkward and lose momentum.

They seem to have forgotten that the purpose of their presentation is not to teach, but to sell.

Structure Your Teaching to Sell

To help avoid that problem make sure that the teaching portion of your talk is tightly related to the program you’re offering in the back of the room.

For instance, you’re teaching them two or three of your seven steps for doubling their income in 60 days, or one of the five ways to have the relationship they’ve always wanted.

Your teaching, then, is selling. It entices the audience, shows them what’s possible in their lives and businesses, and leaves them wanting more.

That way, the close becomes a natural extension of your teaching, and your program the answer to their desire.

Step 7: A Smooth Transition

When your teaching and close share the same goal of selling, transitioning from one to the other is easy. Just say something like this:

“For years we’ve been perfecting this information, doing everything that we possibly can to make it simple for you to implement it into your life right away. And we’re really excited to be able to offer that solution to you today.”

That’s all there is to it.

Step 8: The Close: Make It Doable

Now, just start talking about the specifics of your program, focusing on the results they’re going to get, what they’re going to learn, and how it will impact their lives.

Convey the strong impression that you have laid it all out for them as much as possible. Without being deceptive, emphasize how easy and doable your program is.

Don’t overwhelm or confuse them with extraneous detail they don’t need in order to make the decision to buy.

For instance, if you’ve got a program on relationships, the people in your program are going to have to do internal work to get to the point where they’re having great relationships.

But, during the close, don’t talk about all of that internal work. They know they’re going to have to do some work, so you don’t have to highlight that fact.

If you make your program sound complicated or difficult, your audience will tune out and you will lose sales.

For the 15 or 20 minutes of the close, focus on how they’re going to benefit, and how easily your program will guide them to those results.

By the way, you’re delivering this information before you pass out your order form. I’ll pick it up here next time.

David Neagle, The Million Dollar Income Acceleration Mentor and author of The Millions Within, teaches entrepreneurs and commission-based sales professionals how to quantum leap their current incomes past the 7-figure income level, often in less than 12 months. As a world-class speaker, sales trainer, and success-mindset mentor to some of the globe’s top CEOs, David also privately mentors big decision-makers in their pursuit of quantum success and peace of mind.

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Is This Mindset Smothering Your Speaking Sales?

February 22, 2014

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

Hi David,

In a recent article you mentioned that the best way to make sales from speaking is by telling my story from the heart and allowing myself to be emotional. I find this difficult to do, and basically I feel rather silly. Any tips on how I can overcome this?

Thanks so much for your guidance & wisdom!

Hi Valerie and thanks for your question!

What’s so bad about being silly?

I’m asking you to answer for yourself, because hidden in the answer to that question is the wound you’re trying to protect.

Let me explain.

When you speak from stage, or in any instance where you’re influencing people, you must come from a place of authenticity.

This means allowing yourself to be vulnerable with your audience. Allow them to really see you, because in you showing them that vulnerability is okay, you give them permission to be vulnerable as well.

You make an immediate connection with a prospect and they know you can help them because you were able to do something that they are afraid of.

Are you afraid to be seen as silly because you worry about judgment? Are you concerned about what people think of you?

If so, you’re coming from a place of getting approval and acceptance rather than a place of helping someone else.

My recommendation is for you to begin embracing your silliness. Look at where you can share personal stories and allow yourself to be more vulnerable.

Once you start doing this you’ll realize the impact it has on people, and you will gradually stop being afraid of the judgment.

Just Believe,^®

PS: The Neagle Code: Directions for Life is a weekly no-cost
program that is open to everyone! Each week, I'll select and personally respond to one question received via the above “The Neagle Code” page that I feel in my heart will help the most people. (You may choose to remain anonymous if you wish, with our full support.) It is my deep, heartfelt intention that ~ in answering your questions ~ I may provide you with the Universal Truths that in committed application, will set you free. Simply submit YOUR burning question at: www.DavidNeagle.com/ask-david to participate.

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On Distribution: “How Do I Scale My Business?”

February 15, 2014

This week's question from my portal “The Neagle Code: Directions
for Life” comes from someone who wishes to remain anonymous.

I am an artist, and have been successfully selling my posters into a specific retail genre. How can a “one woman band” grow distribution and a product line on a huge scale? I know if I can sell 10,000 of a product, then I could be selling 100,000 or more. How do I scale my business? Me, myself and I are very busy!

Hi — and congratulations on your success!

A common mistake I see business owners make is that they build TO their vision, not FROM their vision.

As you grow, there are specific tasks you don’t need to do anymore, which will free up your time to do what you do best.

Make a list of all the things you are currently doing that someone else can do. This should include everything except fulfillment and sales.

ASK: If you sold 100,000 posters, what problems would arise in fulfilling that order?

Then begin to implement the team and procedures that need to be in place to fulfill it successfully. Start selling now!

The money you need to build your company is in the sales. It requires you to have faith in your vision.

The question to ask is, “How can I?” And never listen to reasons why you can’t.

Just Believe,^®

PS: The Neagle Code: Directions for Life is a weekly no-cost
program that is open to everyone! Each week, I'll select and personally respond to one question received via the above “The Neagle Code” page that I feel in my heart will help the most people. (You may choose to remain anonymous if you wish, with our full support.) It is my deep, heartfelt intention that ~ in answering your questions ~ I may provide you with the Universal Truths that in committed application, will set you free. Simply submit YOUR burning question at: www.DavidNeagle.com/ask-david to participate.

5 comments

[8 Steps To A Live Presentation That Sells Series] Article #8 ~ Transition to Your Powerful Story

February 13, 2014

If the devil’s in the details, Step 5 of my formula for a live presentation that sells is a classic example. It may seem like a small point, but ignoring it could cost you thousands in sales.

Step 5: A Smooth Transition
After you’ve established with testimonials and case studies that you’re worth your audience’s attention, you want to keep that attention by making a smooth transition to your story.

For instance, if I had just told the audience how my client Elaine made $96,000 in 18 days, I might then say:

“I know that a lot of you may be thinking to yourself, ‘How can I do what Elaine did? How can I make a lot of money in a short period of time?’

“The answer to that question eluded me for most of my life. In fact, when I first started out, I was sick, broke and had a terrible attitude.”

Then, I start telling my story.

If your transition is absent or disjointed, the audience may get confused. Then their minds may start wandering to what they’re going to have for dinner, and you could lose them for good.

If your transition is smooth, however, you keep all of their attention riveted on you as you move into your story.

Step 6: Your Inspiring Story
Every one of us has a story of how we came to be where we are. If you’re speaking for the purpose of sales, that inspiring, rags-to-riches story is central to your presentation.

Your story may literally be rags to riches. Perhaps you grew up in poverty or were homeless for a period of time. Maybe you lived next door to a drug dealer like I did. Or, maybe for decades, you couldn’t get a date to save your life.

You went through a difficult time, and then figured out how to get out of it, and today you have the riches to show for it. You have a thriving business or a great partner or whatever is relevant for what you’re teaching and selling that day.

People Hear with Their Emotions
Whatever your story, it must come from your heart and be emotional. If you tell your story honestly and dig deep inside, you’ll start to feel the emotions you were going through at the time.

Let yourself express those emotions on the stage. Sometimes I cry. Sometimes I pound the podium.

That’s actually very powerful because emotions resonate with the audience. They’ll feel them too and make a real connection with you.

That’s why speaking is such an effective way to make sales. People listen with their ears, but they hear with their emotions..

In fact, unless they’re emotionally invested in what you’re doing, you’re not going to sell them a damn thing.

They’ll just sit there, rationalizing away their genuine need for your program.

But if you get them emotionally involved, they’re much more likely to buy.

In fact, they’re very likely to buy. As I’ve said, 30% of the people in my audiences buy what I’m selling.

And if you transition smoothly to your powerfully told story, the same could be true for you.

David Neagle, The Million Dollar Income Acceleration Mentor and author of The Millions Within, teaches entrepreneurs and commission-based sales professionals how to quantum leap their current incomes past the 7-figure income level, often in less than 12 months. As a world-class speaker, sales trainer, and success-mindset mentor to some of the globe’s top CEOs, David also privately mentors big decision-makers in their pursuit of quantum success and peace of mind.

0 comments

Business Challenges: When to Fight vs. When to Let Go

February 8, 2014

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

Hi David.

My question is about letting go. When and how do you know if you need to let go or if you need to stand up for yourself and fight?

Thanks so much!

Hi Debra.

The answer to your question of when to let go depends on your attachment to the outcome.

On the surface, it seems standing up for yourself would often be the right course of action. However, there are times when the issue just isn’t that important and it’s better to walk away.

The way to think about when you need to let go is to look at why you care.

If you have a strong need to be right, you may find yourself fighting about a matter of no consequence.

In another instance, you may be fighting to keep a client that isn’t ideal. In both cases, choosing to “stand up for yourself” is likely a distraction of your subconscious trying to take you off course.

When faced with the decision to let go or take a stand, ask yourself if making a stand will be for your growth or if it’s coming from a place of fear.

If it’s coming from fear, it is a sure sign you need to let go.

Just Believe,^®

PS: The Neagle Code: Directions for Life is a weekly no-cost
program that is open to everyone! Each week, I'll select and personally respond to one question received via the above “The Neagle Code” page that I feel in my heart will help the most people. (You may choose to remain anonymous if you wish, with our full support.) It is my deep, heartfelt intention that ~ in answering your questions ~ I may provide you with the Universal Truths that in committed application, will set you free. Simply submit YOUR burning question at: www.DavidNeagle.com/ask-david to participate.

2 comments

“How do I stop trading time for money as a coach?”

February 1, 2014

This week's question from my portal “The Neagle Code: Directions
for Life” comes from someone who wishes to remain anonymous.

Hi David!

I hear you teaching about the pitfalls of exchanging time for money. I'm a coach… how on Earth do I NOT exchange time for money, when I'M the person who is fulfilling my programs?

I'm clearly confused. Can you please clarify?

Thanks!

Hi and thanks for the question!

What you want to get away from is trading dollars per hour in your business.

Instead of having an hourly rate, you have a package price. Determine how much your product or service is worth based on the result they are receiving, not how much time you are spending with them.

You can charge whatever you want as long as the outcome for the client is worth more to them in value than you receive in cash.

Working with a group of people rather than individuals is also a great way to leverage your time. You serve more people and earn more money spending the same amount of time as you would with one person.

And remember time spent one-on-one with you is always worth much, much more!

You’re the expert in your business.

Be creative, have fun and charge what you’re worth.

Just Believe,^®

PS: The Neagle Code: Directions for Life is a weekly no-cost
program that is open to everyone! Each week, I'll select and personally respond to one question received via the above “The Neagle Code” page that I feel in my heart will help the most people. (You may choose to remain anonymous if you wish, with our full support.) It is my deep, heartfelt intention that ~ in answering your questions ~ I may provide you with the Universal Truths that in committed application, will set you free. Simply submit YOUR burning question at: www.DavidNeagle.com/ask-david to participate.

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