Underhanded = Belly Up!

This week's question from my portal “The Neagle Code: Directions
for Life”
comes from Felicia T.

Neagle                 Code Question

Hi David! I know that I have to make sales calls or I will be out of business very very soon, but how do I get over feeling sleazy and underhanded. I feel like if I call people to offer my services, that I'm a disruption to them, and fear they will think I'm selfish and that all I care about is selling them something.

Thanks so much!!

Neagle                                               Code Answer

Thanks for asking this question Felicia. You are absolutely correct in assessing that without sales your business or any other for that matter, will eventually go belly up.

The first thing to transform is your belief around sales being sleazy and underhanded.

Many people often feel this way about sales because they believe that sales is something you do TO someone when in actuality sales is something you do FOR them.

Sales is really a communication process between you and other individuals about how your product or service could help them fix a specific problem. They have a problem and are looking to you as the expert to help them solve it.

If you enter into every conversation with the intention to help someone else, you will no longer see yourself as a disruption or selfish but as someone being of service.

If you are confident in your ability to help someone, they will sense it and know that you truly CAN help them. If they feel your discomfort with the sales conversation, and lack of confidence, they will turn away and look for someone else’s help.

Your ability to ask the right questions during sales conversations helps them gain clarity around the actual cause of their problem, so that they can then make a decision about what to do next.

By simply changing your belief and how you engage in sales conversations, you give yourself a more empowering approach to serve others and sell your product or services!

Just Believe,®
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  1. So this is the crucial issue:

    If you are confident in your ability to help someone…

    If one is not, it’s difficult to sell, anything. Another thing is to know how much the help one provides is worth for the other so one can set a price? And with little confidence, one probably sets prices on the lower side. If I set my prices too low (or too high), is it possible that I target people who I might not be able to help, which increases my lack of confidence even more?
    So it needs both: confidence about the ability to provide the service and clarity about a price point that matches “what do I need or want to earn” and “who will benefit the most from what I offer and is willing and able to pay for it”?
    Still not an easy task. How do I know/find out who I target with different price points, trial and error, I suppose…Thank you for this free service.

    • First off Joseann, you are absolutely correct. If you are not displaying confidence in your own ability then no one will work with you. As for the question around how to set your price points, this really is dependent on what you feel comfortable with charging. You can test this to see what your ‘sweet spot’ pricing is for your particular services. The only thing you need to do immediately is to raise the prices beyond where they currently are. This sends a message internally that you are committed to your own growth and are taking a step away from exchanging time for money. Thanks for the post.