How Do I Stop Blocking the Sale?

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

Neagle Code Question

Hi David,

During my sales calls, I’ve noticed that if I don’t expect anything from the prospect—if I show up relaxed, with no agenda—the customer often says, “Yes,” and I make the sale. If I’m not attached to any specific outcome, the conversation flows much easier.

However, if I expect the sale to happen, there’s usually no sale. Then I start to feel anxious about that. This has been happening a lot recently. What can I do to stop blocking the sale? How do I stay unattached to the outcome?

Neagle Code Answer

I would just focus on how you can help the other person.

When you’re blocking the sale, you’re thinking about you. You’re thinking about whether or not you’re doing it right, and whether or not you’re going to make the sale. You’re being self-conscious, or self-focused—which means you’re not present and not fully listening to the other person.

When I get on the phone with someone, I’m not thinking about me making the sale. My only concern is whether or not I can help this person. If I can help them, there’s going to be a sale.

The purpose of a sales conversation is to
figure out whether you can help someone.

That’s it.

It's not to push anything onto the other person.

You’re asking them questions about their situation, you’re listening, and you’re helping them connect the dots as to how your offering can help them (if it truly can).

Either you can help the person, or you can’t. If you can’t, you can simply say, “I don’t think it’s a right fit”—or refer them to someone who might be a better fit. No big deal.

If you come from a place of honestly trying to help someone, sales calls are not difficult at all. But you have to stop focusing on yourself and put the focus entirely on helping the other person.

I have a GREAT free blueprint on the exact questions you need to ask in any sales conversation. If you’d like a copy, find me on Instagram (@david_p_neagle) and simply DM me “BLUEPRINT”. I’ll pop it right over to you!

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