Tag: sales calls

If you practice Steps 1-4 as I’ve been teaching you to do in this series, a rise in self-confidence will occur as a natural result.

In other words, if you identify the thought that is keeping you stuck, and then replace that thought with one based on Universal Law (Steps 1 and 2), you’ve dealt with the part of your problem that you are consciously aware of.

However, it is often difficult to identify the real problem.

For example, earlier in this series, I told you about my client who was afraid to make sales calls because he cared so much what people thought about him.

I helped him to understand this was because he was still trying to get approval from his father, and because he didn’t accept himself.

Therefore, every sales conversation became a conversation with his father, where he wanted his prospects to accept him, too.

Not only does that kind of neediness repel clients, but if he’s seeking approval from his clients, he can’t help them. For instance, he won’t say what they need to hear if they might get mad at him as a result.

That’s not serving the client. That’s serving his own ego needs at the expense of the client.

Confidence from the Inside Out
When you put a new roof on your house, you don’t want to just slap new shingles onto a rotting roof deck. You want to make sure the decking is sound.

That’s why in Steps 3 and 4 I had you go deeper, into your subconscious, which, in fact, directs your results.

To change negative beliefs in your subconscious, I asked you to identify the cause of what you want, and then take bold action toward that goal.

For instance, the cause of deep friendships in your life is to be a friend yourself, and to take bold friendship actions on a daily basis.

By taking bold action, you get a new result, which your subconscious has to accept. That creates a new belief that then begins to direct even better results. And step by powerful step you begin to change your life for good.

This naturally infuses your entire being with confidence from the inside out.

Acknowledge and Celebrate
So here we arrive at Step 5, where you begin to see those fruits of your diligence and hard work.

The life you want is beginning to unfold before your eyes, and your confidence continues to grow. As your confidence grows, you take bigger and bolder actions, which creates an amazing upward spiral of results.

That’s wonderful, but don’t just gloss over your success.

Don’t just move on to the next big thing, without acknowledging your accomplishment, without saying to yourself: “Hey, look what I did!” Without feeling that healthy flush of pride, and letting it rush through you.

That’s why Step 5 is about acknowledgment and celebration.

I want you to pause for a moment to look back at how far you’ve come.

Revel in your new-found, unshakeable self-confidence.

And give yourself a big pat on the back for a job well done.

What can I do to have a breakthrough in sales? I'm a new entrepreneur; I sell service-based trainings to corporations. I'm great at facilitating the trainings, but brand new to sales. I have a sales coach and I'm learning great sales technique, but I have a huge emotional and or psychological block to pick up the phone and make the calls.

How do I get over this self sabotage…this non identification with the sales piece?

Thanks!

You must go THROUGH it.

Think about it like this: You know you have an irrational fear of making calls, you know you need sales to grow your business, and you know that you’re not “comfortable” making calls.

So what if you just got comfortable being uncomfortable? How would things change?

What if instead of trying to get over the self-sabotage, you simply blew right through it?

I see so many entrepreneurs avoiding making sales calls because it’s uncomfortable, when in fact, making sales means doing something FOR someone rather than TO someone.

So why wouldn’t you get up each morning excited to pick up the phone and HELP someone?

Don’t spend time trying to figure out why you don’t want to make sales or how you can be comfortable; simply pick up the phone and connect with someone.

Have a meaningful conversation that’s in service to THEM, and walk right through that fear of making those calls.

The more you study sales strategy and the more you pick up the phone, the easier it will get, and you will be excited to make those calls.

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.

In this series I’m teaching you how to master the art of influence, so you have the power to change business problems into profitable opportunities ~ including turning the objections of your prospects into iron-clad commitments.

Part of that process involves identifying which of the four main styles feels most comfortable to you when conducting sales conversations.

Are you:

• The “warm friend”?

• The “stern parent”?

• The “seducer”?

• Or the “shamer”?

Being able to name your natural sales style is important, so that you can then ask yourself why.

The Why

Why does it feel more comfortable for you to employ that particular style in your sales conversations?

You want to know the answer to that question so that you can determine whether or not your comfort stems from emotional weakness.

For instance, are you their “friend,” because you know that warmth, enthusiasm and good will can encourage prospects to take a scary leap of faith? Or, are you friendly in your sales conversations because you’re afraid you’re going to upset somebody? Or because you have the need to be liked?

Are you the “seducer,” because you think that sex appeal is your only appeal and the only way to get people to listen to you? Or, are sensuality and a playful allure natural expressions that draw people to you like a magnet?

Are you the “shamer” because you have the need to belittle others in order to feel superior? Or do you truly want to help people step into a new and uncomfortable change ~ and you know that this style is very effective in psychologically triggering the audience to accept the offer.

Is the “stern parent” comfortable because you always have to be in control? Or, do you know that your direct and matter-of-fact truth-telling are the best swords for cutting through the haze of your prospects’ denial and fear?

Now What?

As you can see, there are potential positives and negatives associated with each style. So what do you do if your why stems from a weak place?

First, you need to face that weakness, and acknowledge what it’s costing you and your clients.

For example, it’s likely decreasing your sales, undermining your influence with others, and greatly diminishing your effectiveness as a leader, teacher or coach.

Next, you need to start influencing yourself. You don’t necessarily need to change the style that feels comfortable to you, just get rid of the fear that currently fuels it.

For example, let’s say, like a lot of people, you have a warm friend style because you’re afraid of making somebody upset. If that’s the case, you need to push through that fear and give yourself another experience.

So the next time in a sales conversation, when you feel that inner prompting to speak up or tell the truth or guide the conversation to an uncomfortable place, and you’re afraid to, do it anyway.

Show yourself that you and the other person can survive a little upset.

In fact, not only can you both survive it, but your pushing through your own fear can lead to a breakthrough for both of you.

And then your warm encouragement can be the perfect soft landing to then guide your prospect to his or her next step.

What is that next step?

Very likely, it’s working with you.

If you want to influence others to buy your products and programs, you must first influence yourself.

I’ve been telling you that for a few weeks, and now I’m going to show you how.

1. Get Real

The first step to influencing yourself is to get real. You need to be honest with yourself about the ideological prison that you’re in, so that you can influence your ideal prospects to get out of theirs.

For instance, do you believe in abundance or do you believe in lack? Do you believe that if you have the desire, the way to meet that desire is in your life right now? Or are you telling yourself what you can’t afford? Or why you can’t have what you want?

Negative beliefs like these steal thousands from your bottom line every year. They repel high-paying clients and blind you to the opportunities that are all around you.

Fortunately, you can change your beliefs, and, as I said, the first step to that is acknowledging the prison bars that they’ve created for you.

2. Talk to Yourself

Your spouse, business, children or pets all require your attention and have an impact on you emotionally. If you immediately move from interacting with problems or issues to jumping on the phone, you will surely carry reaction energy into your sales call.

If you remember, “reaction energy” is most people’s primary mode, where they just react to whatever is going on. If you carry that energy into a sales call, you have a tendency to use force as a tool. You may reveal too much to your prospects or want to be right or try to make them wrong. Whatever you do, you’re not in your power.

That’s why every sales conversation needs to begin with a conversation with yourself.

Spend 10 minutes before every sales call, asking yourself questions like these:

“What is the desired outcome of this call?”

“What energy state do I need to be in, in order to be influential when I’m on the call?”

“How will I help this person get out of his/her prison?”

“How am I going to influence him/her?”

In those 10 minutes you can totally shift to a place of “influence energy,” which means that you sit in your power with the highest good of your prospects in mind, and direct your conversations in a way that lets the prospects influence ~ and sell ~ themselves.

3. Gain Knowledge

The third key to becoming your own power of influence is to gain knowledge at the level that you want to be, not where you are.

Be willing to stretch your mind and travel to events. If you won’t invest in trainings for yourself, how can you expect your clients to invest in yours?

If, instead, you know in your gut the value of reaching for where you want to be, as opposed to where you are, you can persuasively demonstrate that value when your prospects are huddled in the dank corner of their prisons, afraid to face their fears.

It’s Not Difficult to Do

Becoming your own power of influence is not rocket science, but it is just as transformative for you.

By incorporating these simple mindset shifts, you can totally change your results.
You can empower yourself to impact other people’s lives for the good, while boosting your own income to the stars.

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.