How to overcome โ€œItโ€™s a lot of moneyโ€ objections

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

Neagle Code Question

David, HELPโ€ฆ.I HATE asking people for the money! Over the last 30 days Iโ€™ve done a ton of discovery sessions and none have turned into committed clients yet, despite them all being interested and highly targeted, qualified leads. Prospects get all excited and then they balk at the price and say, โ€œItโ€™s A LOT of money!โ€

I feel like I know how to convey value. I know what to say, but when people resist the price, I back off and tolerate the โ€œLet me think about it and get back to youโ€ response. I just don't want to seem pushy! What should I do?

Neagle Code Answer

Fantastic question!

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 wonโ€™t be aware of specific questions you can ask to overcome the โ€œItโ€™s a lot of moneyโ€ objection.

If you werenโ€™t afraid of being pushy, you would have responded to โ€œItโ€™s a lot of moneyโ€ with โ€œCompared to what?โ€ instead of backing off and handing out your brochure.

You see, the โ€œItโ€™s a lot of moneyโ€ answer 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, โ€œCompared to what?โ€ 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, โ€œsalesโ€ is not doing something TO someone, itโ€™s doing something FOR someone.

 

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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.

[5 Pillars of Influence Article Series] Article #12 ~ The Questions That Can Change Your Prospectsโ€™ Lives, Part II

Your goal during discovery sales conversations is to bring prospective clients to clarity about their situation, so that they can face it and feel the urgency to change.

You accomplish that by asking them four main questions.

Last time, I shared the first two: โ€œWhat are you looking to accomplish?โ€ and โ€œWhat is the biggest problem in your business right now?โ€

Here are the other two questions:

Question 3
With the third question, youโ€™re assessing their awareness while helping them get clear. You ask, โ€œWhy do you think you have that problem?โ€

Again, donโ€™t argue with them or challenge their perception.

Youโ€™re not trying to show how wrong they are or how smart you are.

You want to draw the clarity out of them, which isnโ€™t going to happen if youโ€™re making them feel defensive.

You can tell them whatโ€™s wrong with their business until youโ€™re blue in the face. But until they see it for themselves, thereโ€™s no sale.

So even if you think theyโ€™re wrong, listen to what theyโ€™re saying.

The Art of Listening
In order to listen, you have to be out of your own head.

If you have a clatter of mental noise, if youโ€™re thinking, Is this person going to buy? or What do I say next? youโ€™re only listening to yourself.

You want to listen to them, but even more than that, you want to really hear them. Remember, we listen with our ears, but we hear with our emotions.

If you can hear what your prospective client is saying with your own feelings, and then give that empathy back to them in the form of the fourth question, you will influence them every single time.

Question 4
When you ask the fourth question with empathy, your prospects will feel permission from you to be authentic, and to tell you the truth.

At the same time, you want to convey a tone of authority, so that they feel confident in you as well.
So energetically, you lean in, and with that compassionate yet authoritative tone, you ask:

โ€œHow badly do you want this to change?โ€

If youโ€™re compassionate and theyโ€™re authentic, the question will elicit emotion. There may be tears. There may be anger. There may be excitement.

And you will know instantly if the person is ready to make the change. If they are ready to buy.

Donโ€™t respond by, then, going into a lot of detail about your product or service. People are not buying based on what your product or service contains.

Theyโ€™re buying the outcome that they finally feel is possible for them.

If you start going into the details, youโ€™re going to destroy that urgency to change that youโ€™ve been building over the entire conversation.

Like sticking a pin into a balloon, the urgency is gone, and youโ€™ve lost the sale.

What you want to do is stay present with them and solidify the commitment. Begin the relationship that will enrich both of your lives.

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 globeโ€™s top CEOs, David also privately mentors big decision-makers in their pursuit of quantum success and peace of mind.

[5 Pillars of Influence Article Series] Article #11 ~ The Questions That Can Change Your Prospectsโ€™ Lives, Part I

I absolutely love sales. It totally lifts my spirit, because it is the first step to change in a personโ€™s life.

Without the sale, nothing happens.

The prospects just sit in their prison cells, never realizing that the life they want is attainable, if theyโ€™d just shift their perspective and reach outside their bars.

Fortunately, they have you.

Clarity Brings Urgency
When youโ€™re successful during a discovery conversation with a prospective client, youโ€™ve brought them to clarity about their situation, which, in turn, gives them the urgency to change.

Let me say that again, with clarity comes the urgency to change.

Part of the reason that people stay stuck is theyโ€™ve pushed their problem so far into the future that they canโ€™t see it. One day, theyโ€™ll make enough money to take vacations. One day.

The problem is, โ€œone dayโ€ will never come. Your prospects will stay stuck until they finally realize that there is only now.

If they want to increase their income, if they want the life of their dreams, now is the time to act.

To help guide them to that clarity, which, again, they have to realize for themselves, you want to ask them four simple questions. Here are the first two:

Question 1
The first question you ask during the discovery conversation with a prospect is some version of โ€œWhat are you looking to accomplish?โ€ Itโ€™s plain, simple and direct.

You do want to tailor that question to your specific business, product or service. For example, if youโ€™re a financial planner, it makes sense to ask, โ€œHow much money do you want to make?โ€

Regardless of the wording you choose, after you ask the question, be quiet. Just listen, and they will tell you what you need to know about them.

Question 2
Next, you want to ask, โ€œWhat is the biggest problem in your business (or life) right now?โ€

With this question, youโ€™re finding out what they want and need, but, more important, theyโ€™re beginning to get clear about their problem.

After you ask the question, again, donโ€™t say a word. Let them tell you what they think their problem is.

If you think that theyโ€™re incorrect about the nature of their problem, donโ€™t tell them that or argue with them, because that does no good.

In fact, almost everyoneโ€™s answers to one or more of these questions will be wrong. That doesnโ€™t matter.

What matters is that theyโ€™re starting to get clear in their minds that they have a problem, and theyโ€™re bringing that problem from some nebulous future into the present, where they can finally face it.

Look at it this way, if you have to tell them what their problem is, they havenโ€™t accepted it yet in their mind.

And if they havenโ€™t accepted it yet, if theyโ€™re saying, โ€œI want to think about itโ€ they still have unanswered questions. And, if thatโ€™s the case, thereโ€™s no way theyโ€™re moving forward.

In order to bring them to clarity and urgency and clinch the sale, you need to ask them two more questions. Youโ€™ll find those 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 globeโ€™s top CEOs, David also privately mentors big decision-makers in their pursuit of quantum success and peace of mind.

What To Do When New Clients Back Out

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

Neagle                 Code Question


Hi David,

I recently purchased your Compassionate Conversion Program, and Iโ€™ve put it to good use. My sales have increased, but Iโ€™ve had 2 new clients email me in the last 2 weeks and tell me theyโ€™ve changed their mind!

I donโ€™t understandโ€ฆthey were so excited to get started.

Is there something I can do to prevent this from happening again?

Neagle                                               Code Answer

Hi Fiona!


Iโ€™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.


Hereโ€™s a FACT: People hate telling other people no.

Hereโ€™s another FACT: Fear, worry and doubt are growthโ€™s worst enemies.

So while your having the sales conversation itโ€™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, โ€œWhatโ€™s going to stop you from following through with this commitment 100%?โ€ This way, if they do contact you and say theyโ€™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 donโ€™t understand their true sense of urgency, if youโ€™re giving off a vibration of getting rather than giving or if youโ€™ve not closed the sales properly are just a few more reasons clients โ€œchange their mindโ€ after you feel youโ€™ve enrolled them.

To learn more, Iโ€™m hosting a free livestream training solely focused on the real reasons great prospects say no.

If youโ€™d like access, simply opt in at www.WhyTheySayNo.com

Just Believe,ยฎ
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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.

Can anyone master sales, really?

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

Neagle                 Code Question


Youโ€™re constantly mentioning the importance of sales. Considering that we all have different skill sets, can ANYONE be a good salesperson? Can I master sales if I donโ€™t like sales?

Neagle                                               Code Answer

Hi Yvette.


This is a great question!

The reason I am always stressing the importance of sales is because without sales you donโ€™t have a business. The only way that money changes hands is through sales.


If you donโ€™t like sales itโ€™s because youโ€™re misunderstanding it. Sales is not something you do TO someone, itโ€™s something you do FOR someone. You are helping a person to gain clarity so that they can make a decision that will enhance their life.


Thatโ€™s why I created the Compassionate Conversion Flow Chart. It helps you be of service to a potential client. When you are focused on you, you canโ€™t help the other person.

You want to be thinking, โ€œHow can I help this person?โ€ NOT โ€œWhat can I get from this person?โ€

Sales is THE most important skill to master.

And anyone can learn to do it.

Sales will also cause you to grow faster than anything else. If youโ€™re willing to put the effort forth to master sales, nothing can stop you.

When you have your own business, sales is something that needs to happen everyday. If you do this, you will never have money problems.

Master sales. Master your income.
http://www.compassionateconversion.com/
Just Believe,ยฎ
Interesting Image

 

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.