[5 Pillars of Influence Article Series] Article #13 ~ Secure Their Commitment and Create Momentum

In this series, I’ve been showing you how to close sales in 15-20 minutes. That’s how long it should take you to ask the four main questions of the discovery conversation, which I shared with you last time.

If you asked the fourth question, “How badly do you want your situation to change,” with a compassionate authority that encourages your prospects to be authentic, they’re likely to have an emotional reaction.

They may be in tears. They may be excited. Or somewhere in between. But however they respond, by that response, you will know whether or not they’re in.

Secure the Sale
Let’s say they are going to buy. That’s the outcome I’m fully expecting you to experience as you apply these five pillars.

With their authenticity, with their laughter or tears, they’re saying to you, “Yes! This is what I want. I’m committing to you emotionally. Give me a directive as to what to do.”

In a moment, I’ll demonstrate the wording to use, but what you need to do at this point is secure their commitment. Ask them for their credit card number.

Ideally, you can turn the call over to an assistant, who can get the number, give the person a contract, and get him or her on your calendar.

But whether or not you’re the one taking their details, it’s crucial that after you secure their commitment and before you get off the phone with them, you take the next step of creating momentum.

Create Momentum
Creating momentum means that you give them something to do that gives them an immediate taste of the transformation that’s to come.

If you don’t create momentum for your clients right away, if they have to wait weeks before your event or program begins, they’re very likely to go into buyer’s remorse and start wondering if they’ve made the right decision.

So give them a step of their solution immediately, perhaps an exercise to do, and at the end of the call, briefly describe the powerful outcome the client should expect.

Commitment + Momentum = Powerful Outcomes for All

For instance, I might say:
“That’s great, Helen. Give me a credit card, and let’s get this going. I’m so excited for you right now that you’ve made this decision. Your life is going to be so different over the next year that you’re not going to believe it.

“I’m going to pass you on to Liz, now, who is going to get every call for the year set up for you and give you the first exercise I want you to do. So we’ll be set up for our very first call, and I’ll talk to you in a couple of days. Sound great? Perfect.”

That’s it.

Don’t go fishing for doubt by asking them if they have any questions. Any questions they have can be dealt with after the call.

Leave them on that high note of feeling that they’ve gotten what they wanted.

Let them relish in their commitment and the beginning of the powerful momentum that will take them where they’ve been wanting to go for a very long 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 globe’s top CEOs, David also privately mentors big decision-makers in their pursuit of quantum success and peace of mind.

How to Set Goals and Follow Through (Every Time)

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

Neagle                 Code Question


Can you please explain how you break the pattern of not following through for yourself? I don’t trust myself, and feel completely deflated when setting goals because I’ve failed so many times.

Thanks so much!

Neagle                                               Code Answer

Thanks for the question!

I’m going to skip trying to understand why you’re sabotaging yourself and skip right to the solution.

If you’re really committed to changing this, do exactly as I tell you below and sooner rather than later you’ll be on your way to success!

First, start with DAILY goals.

That’s right. We’re not talking about 6 and 12-month goals right now, we’re going to start small and build to strengthen your self-confidence muscle over time.

Tonight before you go to bed, take out your notebook and pen and right down THREE things you MUST accomplish before you go to bed tomorrow.

I recommend that these be income generating “things”, but it’s ultimately up to you.

When you wake up tomorrow, put that list in front of you, and DO NOT GO TO BED THAT NIGHT until all 3 of those items are completed.

Do the same thing tomorrow night. Write down three ”things” you need to accomplish the next day, and the next day, don’t go to sleep until all 3 things are accomplished.

Setting these small, yet important, goals are small stair steps to your bigger goal and to developing the discipline and trust within yourself to succeed in whatever you put your mind to.

Once you master the daily goals, begin setting weekly goals on top of your daily goals!

You’ll gain momentum quickly and break the pattern of not following through.

Just Believe,®
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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.