My new client changed her mind …
This week's question from my portal “The Neagle Code: Directions for Life” comes from an individual who wishes to remain anonymous.
Question:
Last week's situation – I ‘ask for the sale,' they know treatment sessions will definitely improve the quality of their lives – home life, personal life, professional life – they schedule their appointments – and two or three days later, call in to say “You're not in my budget,” or “I can't justify not paying other bills to pay for care for myself with you.” I've had a run-on of these lately.
What am I supposed to learn here?
Answer:
Fantastic question!
There are two things you can learn from this situation. The first is to be more powerful in your sales conversations.
Let me explain.
The main way people commit to anything is with their wallet. If you're not getting their credit card up front, they really truly haven't made the decision to work with you. It's easy for their ego to convince them they don't need you because they haven't fully made the decision.
So the first thing you need to do, is when you get their verbal commitment, also get their financial commitment in the form of either a deposit on the service or paid in full. Knowing that their money is non-refundable will help them “stick”.
Asking for a deposit will also help you determine if they are really serious about their commitment or if they are just telling you what you want to hear to relieve the pressure of making a decision.
The second thing to consider is after you've received their verbal commitment AND their payment, simply ask them, “What is going to stop you from following through with this or from making yourself a priority?”
This is INCREDIBLY helpful if they call you back and say they've changed their mind, because now you can remind them they predicted this would happen, and you can resell them using THEIR own words.
“Just Believe”,®
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9 comments
David,
I love the power of this approach! It allows the prospect the choice as to whether to take responsibility or not. If they choose not to follow through, it still gives them the gift of perspective. It also allows us to stand in our power and release the notion they may not like us-we are standing strong in support of them!
Very true Renee. The person making the sale should always be the one in power, because if they do not then there will be no sale to begin with. As I say repeatedly, sales is something you do for someone, not to them. Appreciate the post.
Thanks David.
Would it be better to say, what has the potential to distract you from following through with this and making yourself a priority?
You could ask the question anyway you’d like Thomas. What will generally stop someone is the distraction, so in my mind they are one in the same. No matter how you choose to ask they question, you need to direct them in such a way that they know the benefits of your services far outweigh anything else they could get.
This was a very powerful response for me David. I have just started with my sales conversations for my new business and these 2 tips are invaluable. I especially love the “What is going to stop you from following through with this or from making yourself a priority?” Thank you so much for sharing, I will be incorporating BOTH into my future conversations.
You are welcome Susan! The more conversations you have the more powerful that question will become. Appreciate the post.
Thanks, David! Very useful information!!!!
You’re welcome Nina. Would love to hear how you have made this information a part of your sales conversation.
I am always fascinated by the way you deal with payments in the US. Here in Germany nobody would ever give me a credit card to pay for my coaching not before or after the session. I usually write an invoice and my clients transfer money to my bank account after a session. I can also have them pay in cash right after the session but never upfront.
That is not way people think and handle money here, not for services like coaching anyway. People do make partial payments for things like renovating the house or buying a big piece of furniture but always after having received an invoice and usually don’t pay by credit card.
Do you have any advice what I can do to get a strong commitment without being paid right away?
Thanks and kind regards – Katrin