Tag: sales conversation

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

How do I prepare myself mentally and emotionally before a sales call? I notice that immediately before I get into a call, I get nervous. There’s a fear, doubt, or worry that comes into play. I have no idea what the person will say.

Also, I don’t want to be attached to the outcome. I give them service, I listen to what they say, and I don’t have any expectation of them saying “yes.” In fact, I assume they’ll say no, or that they’ll think about it. And that’s the result I get, because I'm afraid of getting attached.

I know we’re not supposed to be attached to the outcome, and we’re supposed to “command the result.” How do you NOT attach to the sale? How should I go into a sales call to prepare?

It’s a simple little switch. You think to yourself, “I don’t need this—I want this.”

Needing something will get you attached. Need comes from fear and scarcity.

Tell yourself, “I don’t need the sale. I want the sale.”

Note: A want or a wish is different from desire. It’s okay to want things. It’s okay to desire something, as long as you’re not coming from fear. Everything depends on why you want something.

In order to mentally and emotionally prepare for sales calls, you can do things to put yourself in a good energetic state.

Do something to get out of your head, be in the moment, and to release all those feelings of doubt or fear.

Listen to music. Dance, or do something physical.

If you want to review any information the client submitted beforehand, or go through the questions you’ll ask them, you can do that too. You want to keep everything simple and not make it too complicated.

Getting ready from an “information” standpoint is one thing, but getting emotionally ready is something else.

I used to use music all the time. When I did sales calls, I would crank it up. Before a call, I would take three deep breaths, and get centered.

Remind yourself that you’re a professional, and you’re about to help someone change their life. Just center yourself, and use the music to get into a good space.

Do this over and over again with every call.

P.S. Whenever you're ready… here are 3 ways I can help you grow YOUR business:

• Listen to The Successful Mind Podcast. Three times per week I drop cutting edge information and strategies relating to success mindset, leadership, wealth creation, and relationships.
• Join other like-minded small business owners in my Transformation Facebook Group! Allow us to be a place to share ideas, get advice, and meet others who value truth and growth!
• Join me at The Art of Success Summit! This October, I'm getting a group of amazing business owners together for 3 days to work on exponentially growing their business.

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

In a recent sales call, I quoted my price for coaching. The woman (who is a therapist) said, “That’s a little more than what I thought it would be.”

I asked her what she was comparing it to. She said she wasn’t sure, because she hasn’t ever looked into hiring a coach before. How do I handle her objection?

The question I would ask her is, “What did you think the price would be?”

If she says she has no idea—and she’s also saying the price is higher than what she thought it would be—those two statements are completely incongruent.

When someone is concerned about the price, it’s because they’re comparing it to something.

When someone says anything related to the price—e.g., “I’ve never spent that much money before,” or “That’s too expensive,” or, ”I don’t know if I could afford that,” you’re witnessing—in real time—someone making a psychological comparison to something else in their mind.

And they don’t even realize they’re doing it.

This is how the brain works. If the subconscious mind doesn’t have experience purchasing something for that amount, it compares it to, “Well, what else have I done in the past? What else is familiar to me within this pattern?”

It engages a pre-set pattern. But generally, the pattern has nothing to do with the output. It's just trying to keep the person safe.

If she tells you what she thought the price would be—that’s where she’s doing the comparing.

Most people who haven’t worked with a coach before are comparing the coaching to counseling or therapy.

Here’s what to do…

The idea is to get her focused on the result, the value of that result, and how important it is to her.

It’s never about the money. It’s about how much the person values the result.

I’d say to her, “Listen, if you absolutely knew you’d get the result…would the result be worth what I’m asking you to pay?”

If she says yes, you say… “Then it’s not about the money. It’s about… are you willing to commit to doing the work, to get the result?”

How do you guarantee that a person will get the result? Do you have to make a guarantee? It depends on what you do.

When a person hires me for coaching, I guarantee they’ll get the result if they do the work. I tell them, “If you do the work—if you do exactly what I tell you to do—I guarantee you’ll get the result.”

That’s the only way I can guarantee it. Otherwise, I have no guarantee.

If I’m selling you a toaster, I guarantee it’ll work if you plug it in. If you don’t plug it in, I can’t guarantee anything.

It’s about being responsible TO the client, not FOR them.

You can guarantee how you’ll be responsible to them. But whatever work they have to do on their end, you can’t guarantee that… because they’re the ones who have to do it.

P.S. Whenever you're ready… here are 3 ways I can help you grow YOUR business:

• Listen to The Successful Mind Podcast. Three times per week I drop cutting edge information and strategies relating to success mindset, leadership, wealth creation, and relationships.
• Join other like-minded small business owners in my Transformation Facebook Group! Allow us to be a place to share ideas, get advice, and meet others who value truth and growth!
• Join me at The Art of Success Summit! This October, I'm getting a group of amazing business owners together for 3 days to work on exponentially growing their business.

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

Hi David,

I’ve been focusing on sales, sales, sales this past week. During my sales calls, I keep getting objections around money.

One person knew she wanted to work with me (she said it was a “no brainer”). But before I could tell her the price, she said, “I can’t afford it right now. I just got back from traveling to another country and I’ve spent all my last money on getting home.”

I pointed out that I hadn’t even shared the price yet. She laughed and said she just needs a few months to get her stuff together. How do I handle this kind of objection?

When she said she couldn’t afford it—the moment you realized she didn’t even know how much the price was—your response should have been:

“Do you have any intention of saving the money? Or do you just not want to do this? Because you said ‘no’ without even knowing what the price was.”

You need to get down to what the real problem is,
and cut the BS.

Otherwise, you’re not dealing with the real problem.

This is a person who’s afraid to tell you, “No.” One of the most difficult things for a human being is to tell another person, “No.” You have to give the person permission to say no, if you think that they’re BS’ing you.

Anybody who says “no” or “I can’t afford it” without knowing the price, probably isn’t someone you want to work with anyway.

When someone says, “I can't afford it”—what they’re really telling you is, “It’s not a priority in my life right now.” That just means you haven’t conveyed the correct urgency in that call.

If it’s urgent enough, a person will move it to the top of the priority list in their life.

If it CAN be urgent enough,
your job is to help them see that it’s urgent.

To tap into a person’s urgency during a sales call, it’s very simple.

Ask them, “What do you want?” And get to the core of what they really want. Ask them, “What’s going to happen if you don’t change?” Ask, “How serious are you about changing this right now?” That’s it.

P.S. Whenever you're ready… here are 3 ways I can help you grow YOUR business:

• Listen to The Successful Mind Podcast. Three times per week I drop cutting edge information and strategies relating to success mindset, leadership, wealth creation, and relationships.
• Join other like-minded small business owners in my Transformation Facebook Group! Allow us to be a place to share ideas, get advice, and meet others who value truth and growth!
• Join me at The Art of Success Summit! This October, I'm getting a group of amazing business owners together for 3 days to work on exponentially growing their business.

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

Hi David,

Can you help me understand where in the sales conversation I should be addressing pricing? Should I interject it right at the beginning of the call, or wait until they say yes to my service?

When they say yes to your service.

Think about this: What’s the purpose of the price?

You have to be very careful when it comes to price in the mind of the client. You don’t want the sale to be based on price. You want it to be based on the client’s need, desire, and urgency. That’s where you want the person to make the decision from.

You should know who your ideal client is so well, that you’re targeting people where price won’t be a psychological issue for them.

There are basically two kinds of people in the world:

1. People trained from a young age to buy within certain price ranges
2. People who aren’t

Now, I sell things that cost a lot of money, so I’m looking for people who feel that it’s normal to pay a certain amount of money for a service. If I go after people where their idea of “personal help” is to pay about $148, there’d be no way that I could charge for what I do.

So I take that into consideration.

Are these people trained to buy at certain price levels? Is it normal for them to buy at the price range I suggest?

If so, then it’s not an issue of whether or not they think the cost is too much.

The issue is, where can they come up with the money? That’s a natural progression into them paying.

If somebody comes right out and says, “Hey, how much does this cost?” I’ll tell them.

I won’t avoid the question.

But then I’ll talk about what’s important for them, because they’re not buying based on price. They should be buying based on necessity, urgency, and desire of what you have that they want.

I would totally have an open conversation around price with someone. If they say, “Okay listen, I just want to know the price,” I’d say, “Why do you want to know the price? Does it matter what the price is if you have this issue and it needs to be fixed?”

If it does matter, then the issue isn’t the most important thing in their life. How much money they have or don’t have is the most important thing in their life, and they’ll always be limited by that evaluation in their mind.

The sales conversation needs to be about their problem and their desire to change it.

P.S. Whenever you're ready… here are 3 ways I can help you grow YOUR business:

• Listen to The Successful Mind Podcast. Three times per week I drop cutting edge information and strategies relating to success mindset, leadership, wealth creation, and relationships.
• Join other like-minded small business owners in my Transformation Facebook Group! Allow us to be a place to share ideas, get advice, and meet others who value truth and growth!
• Join me at The Art of Success Summit! This October, I'm getting a group of amazing business owners together for 3 days to work on exponentially growing their business.

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

Hi David,

I keep getting objections during my sales calls. One person was ready to pay me through Venmo. Then she said, “I need to sleep on this.” Another person wanted to buy, but she was considering going with someone else’s program because of the payment timeline. She needed more time to pay my fee.

Am I doing something unconsciously that’s not attracting the people who want to hire me?

No—you just don’t know how to answer the questions that are coming up. Those are all legitimate questions. We get that kind of stuff every day in my company.

If someone wants to do your program but they say, “I need to sleep on this,” here’s how you respond.

Say, “You know what? I totally understand that. And if you want to sleep on it, you must have some unanswered questions. What are those questions? Let’s talk about those now.”

You need to do determine whether it’s BS, or if she just doesn’t have the guts to say no. Probably 80% of the time, the person doesn’t want to say no. It’s very difficult for people to tell someone no. They’re too concerned about what you’ll think.

If it’s legitimate, she’ll tell you what the questions are. Once you understand what the problem is, you can help her work through it.

Let’s say you’re going back and forth, and she keeps coming up with another excuse.

I’d say, “Listen, hang on a second. If you don’t want to do this, please know that you can just tell me no. I’m not going to hold it against you. I’m not going to pressure you. Just say no if you don’t want to do it. But it sounds like you’re making excuses.”

If the person’s a no, you don’t want them in. If you have to drag them in, you’ll have to drag them around. You don’t want that.

Give them permission to say no,
then move on to somebody who wants to say yes.

It feels extremely clean when you do it that way.

If someone wants your program, but they’re trying to decide between yours and someone else’s—ask them, “If everything was the same (pricing and payment timelines), which one would you want to do the most? Which one speaks to your heart the most?”

If she wants your program, help her work it out. Say, “If you really want to work with me, there must be a way to overcome this problem to do it. Let’s not let money or the timeframe stand in the way. How can we solve this problem? How can we work on finding that much money? Where can you get it? What can you do to get that money? If you really desire to do this, that money has to be there.”

The question comes down whether they want it bad enough. How can they earn the money to pay for it?

Then you’re solving the real problem. If it’s not a real problem, you flush the BS right to the surface. Then you can let that person go.

P.S. Whenever you're ready… here are 3 ways I can help you grow YOUR business:

• Listen to The Successful Mind Podcast. Three times per week I drop cutting edge information and strategies relating to success mindset, leadership, wealth creation, and relationships.
• Join other like-minded small business owners in my Transformation Facebook Group! Allow us to be a place to share ideas, get advice, and meet others who value truth and growth!
• Join me at The Art of Success Summit! This month, I'm getting a group of amazing business owners together for 3 days to work on exponentially growing their business.

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

Hi David,

I’ve noticed when I’m having sales conversations—when I get to the part where we talk about money—I hesitate. This happens if I perceive that the other person has limitation of what they think they can pay. That’s where I personally have struggled (around money).

When we get to that part of the conversation, I feel a strong urge to offer them less, charge less, or work with them anyway. My unease seems to have two parts—one part is them (and the story they’re telling me). The other part is me (and me buying into their story and believing it). This also happens when I’m working with a client, and midway through, they tell me they can’t afford to continue. How can I work through this piece within myself?

When you’re interacting with someone on a sales call or even during a coaching call, you have to completely stay out of their story, even if it’s very similar to yours.

You can’t go in their story at all.

You have to refuse to do so.

You need to stay out of it, even if the money issue isn’t a hundred percent cleared up in your own life.

The way you do this is through the idea of obedience. Whatever you’re being “obedient” to becomes the truth in that moment.

Are you being obedient to their story?

Are you being obedient to the truth of abundance?—and that everyone on the planet has the same amount of money, even if they’re not aware of it?

If the person is saying, “I can’t afford this; I don’t have the money,” that’s a secondary issue. It’s not the real problem. The problem is they’re not acknowledging their desire and their deserve-ability so that they have the urgency to actually do it.

Money just becomes the excuse.

If we focus on the excuse, we don’t solve the problem.

What that conveniently does is—it walks both of you into that story and neither one of you makes any progress.

If the client has a desire and urgency to work with you—but not the money—you can work with them on coming up with the payment.

We have people who come to us with the idea of non-payment frequently and Steph or Sarah will work with that individual on, “Okay, so what will you commit to do? How can you bring this money in? What’s going on? What’s causing you to not be able to make the payment?” We’ll try to coach them through whatever problem they’re having, so they can pay it.

If they actually do that work, we’ll continue to work with them.

P.S. Whenever you're ready… here are 3 ways I can help you grow YOUR business:

• Listen to The Successful Mind Podcast. Three times per week I drop cutting edge information and strategies relating to success mindset, leadership, wealth creation, and relationships.
• Join other like-minded small business owners in my Transformation Facebook Group! Allow us to be a place to share ideas, get advice, and meet others who value truth and growth!
• Join me at The Art of Success Virtual Summit! In April 2022, I'm getting a group of amazing business owners together for 3 days to work on exponentially growing their business.

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

Hi David,

During my sales calls, I’ve noticed that if I don’t expect anything from the prospect—if I show up relaxed, with no agenda—the customer often says, “Yes,” and I make the sale. If I’m not attached to any specific outcome, the conversation flows much easier.

However, if I expect the sale to happen, there’s usually no sale. Then I start to feel anxious about that. This has been happening a lot recently. What can I do to stop blocking the sale? How do I stay unattached to the outcome?

I would just focus on how you can help the other person.

When you’re blocking the sale, you’re thinking about you. You’re thinking about whether or not you’re doing it right, and whether or not you’re going to make the sale. You’re being self-conscious, or self-focused—which means you’re not present and not fully listening to the other person.

When I get on the phone with someone, I’m not thinking about me making the sale. My only concern is whether or not I can help this person. If I can help them, there’s going to be a sale.

The purpose of a sales conversation is to
figure out whether you can help someone.

That’s it.

It's not to push anything onto the other person.

You’re asking them questions about their situation, you’re listening, and you’re helping them connect the dots as to how your offering can help them (if it truly can).

Either you can help the person, or you can’t. If you can’t, you can simply say, “I don’t think it’s a right fit”—or refer them to someone who might be a better fit. No big deal.

If you come from a place of honestly trying to help someone, sales calls are not difficult at all. But you have to stop focusing on yourself and put the focus entirely on helping the other person.

I have a GREAT free blueprint on the exact questions you need to ask in any sales conversation. If you’d like a copy, find me on Instagram (@david_p_neagle) and simply DM me “BLUEPRINT”. I’ll pop it right over to you!

P.S. Whenever you're ready… here are 3 ways I can help you grow YOUR business:

• Listen to The Successful Mind Podcast. Three times per week I drop cutting edge information and strategies relating to success mindset, leadership, wealth creation, and relationships.
• Join other like-minded small business owners in my Transformation Facebook Group! Allow us to be a place to share ideas, get advice, and meet others who value truth and growth!
• Join me at The Art of Success Virtual Summit! This October 2021, I'm getting a group of amazing business owners together for 3 days to work on exponentially growing their business.

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

Hi David,

During my sales calls, people are like, “Yes, yes, yes!” Then when we start talking about the money, they say, “I don’t have the money”—or “I want to do this, but now’s not the right time.” How do I get around this?

If people are saying, “Yes, yes, yes,” and they’re not buying, then it sounds like your sales calls are out of balance somehow. When you start talking about money, if they’re telling you it’s too much—then you’re not doing the call properly.

Price is never the issue. Urgency is the issue.

Time is also never the issue—it’s always priorities.

If someone says they don’t have enough money—really, they don’t have enough urgency. You haven’t brought urgency to the forefront of the conversation, to the point where they want to do it right now.

Remember, one of the four questions in a sales call is: “What do you want?” You have to sit with the person until you’re certain they’re telling you exactly what they want.

There will always be an emotional connection to that answer.

There’s no coldness to it. There’s no flatness in their tone. You’ll hear an emotional expression in how they talk about it. They’ll have a sense of grief or loss around the idea of not getting it.

If you’re doing that and the money objection still comes up, don’t run away from it. If they say, “I don’t have the money” or “That’s a lot of money”—say, “Wait a second. Just relax for a minute. Let’s not worry about how much this costs right now. First of all, do you see the value in doing this?”

Start reminding them of why they said that they wanted this:

• Why do you want this?
• What will happen if you don’t do it?
• Is all of what you just told me true?

When they say, “Yes,” ask, “Is it also true that if you could find the money, this would be something you’d want to do?” (That should also be a yes.)

Then say, “It’s not that you don’t have the money—it’s just that money is a challenge for you right now. What if we put our heads together and try to figure out a way for you to get the money to be able to do this? Let me advocate for you. Let me help you win.”

If that’s scary for you, then be willing to face that fear. That’s what you have to tell them.

Don’t be afraid to lose the sale.

There are so many ways for people to get money, it’s crazy. Money is so easy to get. But when your mind gets locked down around the fear of not having it…you’ll lose the sale or lose the client.

Always go back to: “How can I help this person?” with every call. It’s just two people having a conversation.

Allow yourself to be resourceful in your own psychology, so that you actually can help someone.

P.S. Whenever you're ready… here are 3 ways I can help you grow YOUR business:

• Listen to The Successful Mind Podcast. Three times per week I drop cutting edge information and strategies relating to success mindset, leadership, wealth creation, and relationships.
• Join other like-minded small business owners in my Transformation Facebook Group! Allow us to be a place to share ideas, get advice, and meet others who value truth and growth!
• Join me at The Art of Success Virtual Summit! This October 2021, I'm getting a group of amazing business owners together for 3 days to work on exponentially growing their business.

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

Hi David,

I want to maintain our high level of success, but fear keeps popping up—that something won’t happen, or something will go wrong. I know you’ve said many times you don’t eliminate fear, but I’m a slow learner. How do I eliminate fear and stay focused on the opportunity?

In chapter 5 of You Too, Can Be Prosperous, faith is defined as “the substance of things hoped for, the evidence of things not seen.” The last sentence says, “Faith is both Substance and evidence, both cause and effect.” Does this mean my faith makes me open and available for the cause of what I want to show up? Then I act on the cause, which creates the desired effect?

Yes, absolutely. Faith is both the substance and the evidence of something that’s not seen.

Remember, faith is a dual-edged sword. If you have faith in your fear, you’ll manifest your fear. Faith is something you can’t see, but it’s extremely powerful and will manifest whatever side you put it on.

If you think about the fear, you’re opening that door to cause it to be an issue for you.

As far as “eliminating fear,” you don’t eliminate it. Here’s the thing: your subconscious mind doesn’t want you to hear that. It blocks this stuff out, because if we don’t hear it, we can’t use it.

Fear is coming from a pattern that’s already in your subconscious mind. The subconscious mind cannot tell the difference between what’s real and imagined. Whether you have a fear that you actually experienced before, or you’re imagining a fear someone else gave you—when your subconscious mind goes to fear, it always views it as real.

Part of removing it is, you have to experience whatever the fear is about without actually experiencing what the fear suggests.

How do we do that without making the fear go away first? We use faith, courage, and confidence.

You tell yourself: “Okay, I’m afraid. I acknowledge I’m afraid, but I’m going to do the thing I need to do anyway.” The fear doesn’t get a voice in the decision. It’ll be screaming at you the whole damn time. But the more you continue to do it, it will subside.

The fear screams the loudest just prior to the decision. Once you make a real decision, fear subsides.

This is true with both business and personal stuff.

Part of the problem is, you don’t want to experience something going wrong. You need to change that. When things go wrong in business, it’s an opportunity.

Now, I’m not saying you need to sit and “make things go wrong all day,” but you need to not be afraid of anything going wrong. If it goes wrong, it goes wrong. We’re going to learn from it. It will open the door to something equal or greater. Bring it on.

It doesn’t matter what goes wrong. It always provides an opportunity for equal or greater benefit to what you were experiencing in every area of your life.

It happens, you move on, create the next thing, and keep moving forward.

P.S. Whenever you're ready… here are 3 ways I can help you grow YOUR business:

• Listen to The Successful Mind Podcast. Three times per week I drop cutting edge information and strategies relating to success mindset, leadership, wealth creation, and relationships.
• Join other like-minded small business owners in my Transformation Facebook Group! Allow us to be a place to share ideas, get advice, and meet others who value truth and growth!
• Join me at The Art of Success Virtual Summit! This October 2021, I'm getting a group of amazing business owners together for 3 days to work on exponentially growing their business.

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

Hi David,

I definitely have a “need line” in my finances. I flutter in and out of what I’m supposed to be doing, and the consistency isn’t there. I’m good at creating “feast or famine” with my money. I’ll have a really great month, then self-sabotage and have to put something on a credit card. It’s a pattern, and I’m tired of it.

Even though I’m doing all the work—studying, reading books, doing hypnosis and NLP—I’m still creating feast or famine. What do I need to focus on to make it stop? Should I ignore the money and focus on helping people?

You need to focus on the cause of what you want to create—and that’s not study.

Studying is easier than making another sales call. The consistency of what you’re doing needs to be in your outbound sales or marketing, so that it’s consistent with the result you desire.

If you want $20,000 a month, you have to make sure you’re doing the activities that create a $20,000 month every single day.

Is that marketing? Is it sales? Is it advertising? Networking? What activity has to be done in your business every day to create or generate that income?

Get crystal clear on your money-making activities. Commit to them 100% and make them non-negotiable. This has to be an absolute for you—otherwise, you’ll never break through financially.

Focus on money—not from a place of lack, but from a place of strategy. Your math has to work, or you won’t hit your numbers. This means you have to be charging the right amount.

You have to know exactly:

• How many people you need to talk to
• How many people you need to sell
• How much money you need to hit your goals
• What the money is for
• What disciplines you need to create in yourself to be able to make that money

Know which activity you’re doing—are you writing copy? Are you making a sales call?

Make sure it’s all calendared. It has to be a very strict behavior if you’re going to break through this.

You can do it. Don’t make it more complicated than it needs to be. Sales is not difficult. It’s so easy. Money is very emotional for most people. If you want to break through, you need to be consistent in doing money-generating activities every day.

When you break through the emotional stuff around it—fear of rejection, fear of being wealthy, the need for security—when you get past all that and really own it, it becomes one of the easiest things you’ve ever done.

You’re helping people. People want to buy from you, and you get to make a lot of money.

We all brush our teeth, eat, and shower every day. Why do we do these necessary things? Because we don’t want to experience what happens if we don’t do them.

Once you break through it and it’s a discipline, it becomes easy. It becomes a way of living. You don’t even have to think about it. You’ll manifest it every single day.

P.S. Whenever you're ready… here are 3 ways I can help you grow YOUR business:

• Listen to The Successful Mind Podcast. Three times per week I drop cutting edge information and strategies relating to success mindset, leadership, wealth creation, and relationships.
• Join other like-minded small business owners in my Transformation Facebook Group! Allow us to be a place to share ideas, get advice, and meet others who value truth and growth!
• Join me at The Art of Success Virtual Summit! This October 2021, I'm getting a group of amazing business owners together for 3 days to work on exponentially growing their business.

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