David Archives

What to Do When a Client Wants to Terminate an Agreement

April 12, 2014

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

Hi David,

I recently received an email from a really great client letting me know that she no longer wants to receive my services. She has 4 months left in her program, and I have no idea what’s happened as she’s received great information from me, and it’s increasing her income. I’m not sure how to respond to her email. Do you have any suggestions?

Hi Brianna,

Thanks for the question!

My number one rule of thumb in situations like this is to never respond via email.

I recommend you pick up the phone and reach out to your client.

First, it’s imperative that you find out what’s caused her to request to be released.

Do not make assumptions.

It could be that she’s had a family emergency or it could be that something has triggered her into fear, worry and doubt.

You’ll never know if you don’t call her, and if you don’t know, you can’t help her.

Approach the conversation in a way that let’s her know that you truly care about what she’s experiencing and ask questions that get to the bottom of what’s really going on.

From there you can decide together what is the best course of action.

In my experience, those phone calls are very powerful and usually end up in the client feeling better and sticking with the program with a renewed sense of possibility.

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.

6 comments

How to Step from Failure into Extraordinary Success

April 5, 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’m not getting any younger. I have things I want to create and people I want to impact. How do I turn my past financial failures into financial success very quickly?

Fantastic question!

Failure is simply a judgment placed on a result.

The real problem lies with how we THINK and FEEL about failure.

If you fail and attach emotional meaning to that failure, it will trigger a core belief about yourself.

You may even say things to yourself like:

“I’m not smart enough, I’m never going to succeed, I can’t believe this isn’t working, what’s wrong with me?”

“My parents were right…”

Or even

“I don’t even know why I bother…”

This is how the downward spiral starts.

The truth is that failure is nothing more than a result.

And the purpose of that result is for our own learning.

Ask yourself:

What don’t I understand about this?

Who do I need to be to get a different result?

The most successful people in the world have experienced more failure than success.

I’ll be teaching more in-depth on this topic in my new podcast series, The Art of Success Business School. To access these free trainings, simply click here:

After all, your own success lies in the ability to respond to results… to course correct and take risks in order to get different results without attaching emotions.

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.

11 comments

How to attract referral partners

March 29, 2014

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

Hi David,

What is your #1 tip when it comes to developing referral partnerships?

Hi Joe, great question!

It’s actually a pretty simple strategy … GIVE.

Do your homework.

Take the time to really understand what your potential partner is currently working on.

Learn what message they are most interested in expanding in the world right now, and approach them with the intention of finding out how you can help.

Then formulate a plan to do so.

One great suggestion may be to send an invitation to your potential partner offering to introduce them to your connections or subscribers via email, interview or tele-class with an explanation of how their current message would be of great interest and benefit to your subscribers.

4-6 weeks later send a card reiterating how much you appreciated the opportunity to introduce them to your connections or subscribers, and remind them of your offer to help them anytime, if there’s anything further that need.

So you see it’s quite simple…

Give FIRST and build a relationship that will both last and reciprocate.

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.

4 comments

[8 Steps To A Live Presentation That Sells Series] Article #10 ~ The Test Close

March 27, 2014

When I’m doing a 90-minute presentation, I don’t actually move into the close until I determine that the audience is ready to buy my program or service. (The close is the last part of your talk, where you present the benefits, features, and cost of what you’re selling that day.)

How in the world do I determine that the audience is ready to buy?

I test, which I’ll explain in a moment, and I also observe.

For instance, people in the audience taking notes is a very good sign. It means they’re really interested in what I’m saying.

Conversely, if people are sitting in the audience with their arms crossed, and there’s not a whole lot of response going on, I haven’t gotten through to them yet. So I actually need to change what I’m doing or I won’t get many sales.

Test Their Readiness to Buy
I actually test the audience’s interest and engagement throughout my speech.

Several times, I’ll ask, “Is this making sense?” while raising my own hand. Then I see how many people in the audience are raising their hands as well. This tells me how many people are with me.

Until the majority of the hands go up in response to that question, I keep going and transforming my talk.

This requires me to do a little thinking on my feet. I may bring in other stories or testimonials or whatever I think is necessary to show the audience why they need the information I have. I do that until most of the audience is raising their hands.

Then I know they’re ready for a “test close.”

I’ll ask, “How many of you think that this would benefit you? How many of you would really like to double your income in the next 30 to 60 days?” I raise my hand, and look at theirs.

If their hands aren’t up, they haven’t bought what I’m selling yet, and I’m not moving into the close until they do.

Now, obviously, if I’m on someone else’s stage, at a certain point, I have to close. I can’t be booted off the stage without closing. But, also, I can’t force or oversell the close.

The truth is, you don’t actually sell during the close. You sell prior to it. Think about it, if you haven’t sold them on the value of your program when you’re showing them in detail how it has transformed your and other people’s lives, you’re unlikely to sell them on it later.

However, once you have sold them on the value of what you’re offering, once there’s a sea of hands in that room, you can safely move into the close. You can be confident that there will be a clamor for the back of the room ~ and a very nice payday for you and your promoter ~ when you’re done.

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.

2 comments

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.

0 comments

[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.

0 comments

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.

0 comments

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.

4 comments

[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.

0 comments

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.

0 comments