This week's question from my portal “The Neagle Code: Directions for Life” comes from Jake.
I did your Art of Success, which was awesome :), but here's where I get stuck. I HATE asking people for the money! Over the last 30 days I've done 32 discovery sessions, and none have turned into committed clients yet, despite them all being interested and highly targeted, qualified leads.
Even when I mention the programs I have, people get all excited and then they baulk at the price. I know how to convey value as I'm a copywriter and do this very successfully for others. I know what to say, but somehow when people resist the price, even though I counter what they are saying by painting a picture of how they will be stuck in the future if they carry on as they are…it's still a ‘It's a LOT of money'.
So, my immediate reaction is to give them a program brochure, and ask them to book themselves in to my diary themselves.
I just don't want to seem pushy!
What should I do?
The true problem is that your fear of what someone is going to think of you is negatively affecting your ability to have a powerful sales conversation.
If you care more about how you are perceived than you do about helping people you won't be aware of specific questions you can ask to overcome the “It's a lot of money” objection.
If you weren't afraid of being pushy, you would have responded to “It's a lot of money.” with “Compared to what?” instead of backing off and handing out your brochure.
You see, “It's a lot of money.” is a conditioned response people use when faced with a decision that leads to their own growth. So you then have to ask them another question to see what the true objection is.
If you were to ask, “Compared to what?” you would be able to see how they are making their decision and allow you to redirect the conversation.
Step into being powerful and confident in your next sales conversation, and you will be amazed at the win-win conversation that will take place.
Always remember, sales is not doing something TO someone, it's doing something FOR someone.
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.TheNeagleCode.com to participate.
PPS: May I ask you to help me spread the word about this program? Is there someone you care for who is stuck, or struggling, or lost, or unhappy? Because if so, I would very much like to help. No matter their question, no matter their predicament, no matter if they've never heard of me before … if they would like to ask for help via www.TheNeagleCode.com, my Team and I will do our very best to provide that help.