Will This Sales Advice Work for My Industry?

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

Neagle Code Question

Hi David,

I’m in the network marketing industry. Many people have negative associations of MLMs, due to certain companies engaging in bad practices. My MLM doesn’t do that. I loved the product, and I’m like, “Yeah, I can do this.” But I feel like I have to tiptoe around this elegantly, not being too pushy on sales calls.

I’ve heard you say, “Stay on the phone with someone until they either give you their credit card number or hang up on you.” My heart dropped when I heard this. How do I come with power and certainty that I’ll close the sale—without coming across as aggressive? I feel like your advice works for everyone except my industry.

Neagle Code Answer

There’s a little truth to what you’re saying, because you have two different things in your industry. You have the product and you have the business.

If you’re a business builder in MLM, the idea is that you lead with the lifestyle; you lead with the vision. That’s a combination of the business and the product.

If you’re a product seller, then you’re coming more from a sales aspect. If you’re leading with the product, then you need to talk about: what problem or solution does the product provide? That’s more in the line with that teaching I gave you.  (That teaching isn’t in alignment with being a business builder in MLM.)

If you’re a business builder, you want to focus on transferring the vision. You’re helping people understand, “Here is a system that will allow you to live your life very differently.”

Sit down and talk to people about what they want, what vision they have for their life—and then show them how your company can help them get that.

It’s not so much about “Buy this, or get out of here.” It’s really about sitting down and building that vision together with them.

In the MLM I was in many years ago, we used to do it like this: You tell a story (i.e., your story), or you listen to a story. Where is the potential person coming from in their life? And then you build a story together.

If they don’t want to do that, don’t take it personally. Just move on to the next person.

In business and sales, there will always be more people who say “no” than who say “yes.”

You’re just looking for the “four aces in the deck” who want to build a fantastic lifestyle for themselves. That’s it. It’s actually pretty easy and a lot of fun to do.

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.

Save

Clients Keep Cancelling on Me

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

Neagle Code Question

Hi David,

I committed to doing a certain number of client sessions and sales conversations each day in my business. My issue is, the people whom I’m making appointments with keep canceling at the last minute. This has happened four times. Even someone I’ve worked with for three years cancelled at the last minute—and that’s not her MO at all.

I feel like I’m not keeping my commitments, and I’m sitting with the feelings of disappointment, sadness, being disrespected, and underneath that—betrayal. Is the universe reflecting something back to me? Am I playing a role in causing this? What do I do?

Neagle Code Answer

Okay, so you’re misunderstanding something. When it comes to commitments, you only want to make a commitment on things you have 100% control over.

When you’re making sales calls, committing to conversations, etc., you can only control so much of that. You can’t control what the other person does, or doesn’t do. 

If this is a major issue where people are continually not keeping the appointment—now you have to go back and reevaluate—who are you marketing to? How are you getting those people in the door? Because that might need to be changed.

You’re doing a great job with your commitments. It’s not that you’re NOT meeting them.

Recognize where an adjustment needs to happen, so that you’re bringing in the right people who will keep the commitment.

As far as reflecting on your own feeling of betrayal—just go back to gratitude and awareness. Don’t take it personally. Don’t ever take anyone’s behavior personally.  If anything, they’re betraying themselves. They’re not keeping their own commitment. That should change things real quick.

Let’s say a person doesn’t keep the commitment. And then maybe a couple days later, another person doesn’t keep the commitment. All of a sudden you start focusing on that and start manifesting more of it.

Well, it wasn’t really a “pattern” before. You’re just over-focusing on it. That’s where you have to double down on using your vocabulary and words in the direction you want to go in.

Instead of repeating in your mind, “People aren’t keeping their commitments”— start telling yourself, “People ARE keeping their commitments on a regular basis, and I’m talking to people every day”… or whatever it is that you need to say to yourself.

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.

Save

How to Stay in The Flow

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

Neagle Code Question

Hi David,

Sometimes, I’m in a flow when it comes to sales. But other times, I’m not. I want to start my own business and it feels like my subconscious programming is keeping me from going out and talking to people.

What do I do?

Neagle Code Answer

Here’s a major problem that I see in many people… 

When they’re selling for others, they’re absolute superstars. But as soon as they want to start their own business, their sales prowess goes away. 

Suddenly, they become timid and fearful. And they have no idea why that happens.

Allow me to explain why.

When you’re selling for someone else, rejection doesn’t feel personal. 

You think:

“Well, they just don’t want the company that I’m working for.”

But when it’s your company, things get a lot more personal. 

All of a sudden, rejection makes you feel like you’re not worthy of making sales or running a business.

Luckily, there’s a way to overcome this thinking – and a very simple way at that.

All you have to do is shift your focus.

The focus of sales isn’t to make money – it’s to help people.

Selling isn’t something that you do to someone, but for them. 

When making a sale, what you’re really doing is helping someone arrive at a decision that will make their life better in some way.

Your job isn’t to convince someone to say “yes”. Instead, it’s to guide someone’s decision-making towards either a “yes” or a “no”.

When you understand this, sales becomes a numbers game. Your goal from that point on is to find those who need what you have to offer, not change the mind of those who don’t.

This is how you become a true sales rock star who’s passionate about what you’re selling. You become inspired by what your product or service can do for others and how it can better their life.

The moment you adopt this approach, sales will become effortless.

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 2021 I'm getting a group of amazing business owners for 3 days to work on exponentially growing their business.

Save

How to explain what you do

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

Neagle Code Question

Dear David,

How can I explain what I do to potential clients? My mind goes BLANK when someone asks me…

Neagle Code Answer

Hi!

Great question! The simple answer is: DON’T.

Let me explain.

When speaking to a potential client, it’s always important to enter the conversation they are already having in their head.

Your greatest asset in this
situation is the question.

Questions have the ability to give you insight as to what your prospect is thinking.

They also help you determine if you want to work with them.

When someone asks you what you do, use a question to take control of the conversation and to make the conversation about them and NOT you.

Let me give you an example:

Prospect: Hi _________, what is it that you do?

You: Well, let me ask you something. Have you ever felt like you’re playing too small and that there’s something bigger out there for you?

Prospect: Yes, I have.

You: This is what I help people overcome/discover.

Prospect: How does that work?

You: Let’s set up a time to talk so I can learn a little more about you and how I may be able to help!

Using questions allows you to have a meaningful conversation without the need to “explain” anything.

PS: If you enjoy reading my weekly Neagle Code, you'll LOVE my podcast, The Successful Mind. You can expect cutting edge information and strategies relating to success mindset, leadership, wealth creation, and relationships, all based in Universal Law and my own experience creating a multi-million dollar business.

Will you do me a favor? Subscribe, listen and leave me a review! I'd love to know what you think!

Thanks in advance…click on the graphic below to listen in:

iTunes | Android
Save
Save

Price is NOT the real objection

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

Neagle Code Question

David,

I’m an attorney and over the last 30 days I’ve had a ton of sales conversations, and none have turned into committed clients yet, despite them all being “interested” and qualified.

They get all excited and then they baulk at the price and say, “It’s A LOT of money!”.

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, “Let me think about it and get back to you.”

I just don’t know what to say and I’m afraid of appearing pushy!

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 won’t be aware of specific questions you can ask to overcome the “It’s a lot of money” objection.

If you weren’t afraid of being pushy, you would have responded to “It’s a lot of money.” with “Compared to what?” instead of backing off.

You see, “It’s a lot of money.” 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, “Compared to what?” you would be able to see how they are making their decision and allow you to redirect the conversation.

Knowing what questions to ask when faced with a sales objection literally gives you x-ray vision into what is going on in the mind of your prospect.

This is a VERY common problem for entrepreneurs and business owners, which is why, on Thursday, Nov. 1st at 3pm ET, I’m going to be broadcasting a FREE 90 minute video training that I’ve titled, “Why They Say NO”. My plan is to teach you how to develop that x-ray vision I referred to by using questions to understand what’s REALLY going on in your sales conversations. CLICK HERE to reserve your spot and I’ll “see” you there!

PS: If you enjoy reading my weekly Neagle Code, you'll LOVE my podcast, The Successful Mind. You can expect cutting edge information and strategies relating to success mindset, leadership, wealth creation, and relationships, all based in Universal Law and my own experience creating a multi-million dollar business.

Will you do me a favor? Subscribe, listen and leave me a review! I'd love to know what you think!

Thanks in advance…click on the graphic below to listen in:

iTunes | Android
Save

Rejected again

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

Neagle Code Question

Last week's situation: I ask for the sale, they know I can help them, so they schedule their appointments – and two or three days later, I get an email saying, “You're not in my budget,” or “I can't justify not paying other bills to pay for your services.” I've had a run-on of these lately. What am I supposed to learn here?

Neagle Code 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, and that they’ve made a solid decision, 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.

Want to know more
of my Sales Secrets?

Join me on Tuesday, October 23rd at 1pm ET. During this 1-hour FREE class I’ll share with you THE most powerful sales strategy I know. The very same strategy I used to make 20k in 24hours, when I didn’t even have a list. Hope to “see” you there!!

CLICK HERE for all the details!

PS: If you enjoy reading my weekly Neagle Code, you'll LOVE my podcast, The Successful Mind. You can expect cutting edge information and strategies relating to success mindset, leadership, wealth creation, and relationships, all based in Universal Law and my own experience creating a multi-million dollar business.

Will you do me a favor? Subscribe, listen and leave me a review! I'd love to know what you think!

Thanks in advance…click on the graphic below to listen in:

iTunes | Android
Save

Stop thinking and just LISTEN

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

Neagle Code Question

I just listened to your most recent training on sales…and it was spot on. I felt like you were talking to me actually. I really struggle with staying present and listening to my prospective clients. I find myself trying to think of more questions while they answer the one I just asked, and in turn, I’m just not listening to them. And if I don’t listen to them, they can probably feel it. And I’m certainly not making their needs a priority. UGH!

What is going on, David?

Neagle Code Answer

I LOVE this question!!!

As I said in the training, if you have issues around:

• sales

• marketing

• money

• business

• asking people for things

then you are not employing the impression of increase because you are communicating a double binding message. That double binding message is a) I want to help you, but b) I’m not confident and I don’t care about you.

And you will lose the sale.
Every. Single. Time.

So, the key here is to get very real with yourself.

What are you afraid of? Are you worried you’re going to say the wrong thing or get stumped?

This is what you need to become aware of because:

Listening is THE KEY in any sales conversation.

There are SO MANY clues people give you in their voice.

A tonal change, a sigh, clearing of the throat…all give you CLUES. All those things mean something. Knowing how to listen allows you to read between the lines, know what to ask next, and to see what’s really true…and what’s not.

If you’re really serious about “fixing” your sales issue, you may want to consider applying for my upcoming program called The Psychology of the Sale. It’s by application only, so I’m not going to waste your time by giving all the details here. If you want to know more, click here to submit a short application.


In the meantime, when you’re in a sales conversation, focus on how you can help THEM.

Breathe and listen. You’ll know what to ask next. Detach from “getting the sale” and then, attach to helping the person on the other line get clear on what their next steps need to be to get what THEY want.

PS: If you enjoy reading my weekly Neagle Code, you'll LOVE my brand new podcast, The Successful Mind. You can expect cutting edge information and strategies relating to success mindset, leadership, wealth creation, and relationships, all based in Universal Law and my own experience creating a multi-million dollar business.

Will you do me a favor? Subscribe, listen and leave me a review! I'd love to know what you think!

Thanks in advance…click on the graphic below to listen in:

iTunes | Android
Save

When clients back out…

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

Neagle Code Question

Hi David!

After studying your sales strategy, I can say that I can now make a fair number of sales. HOWEVER, the problem I’m experiencing now is that I can’t seem to KEEP the sale! In the past month four people have contacted me 3-4 days after I’ve sold them, and told me that they needed to back out.

What am I doing wrong???

Thanks!!

Neagle Code Answer

Great question.

If you’re getting people who are changing their mind after an initial sale, it means that you may be missing a key component in your sales conversation.

 

One of the most overlooked parts of a sales conversation  actually happens AFTER the sale has been made.


Once the sale has been made and you have received a deposit, it is crucial for you to continue the conversation by telling them what to expect.

Example:

“You know, you’ve just made a big decision to invest in yourself and grow. And we know that any time your ego feels threatened you will create circumstances in your life to get you to change your mind or to stop moving forward. So let me ask you something. What’s going to cause you to change your mind?

This accomplishes two things.

1) It lets them know what to expect so if they start to create chaos, they can quickly identify it for what it really is.

2) If they decide to change their mind, you can re-engage them using their own words.

Example:

“When we spoke a couple of days ago, you said that overwhelm can derail you. Now you’re telling me that you are overwhelmed and can’t move forward. Isn’t this interesting? Your ego is playing a mind trick on you, so let’s go back to the truth…. (and then you re-engage them in the conversation and help them see what’s REALLY going on).

If you end your conversations using this technique, you’ll find that your new clients will feel well-informed and will be more likely to stick with their initial commitment.

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 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. See the sidebar to ask your question today!

 

Save

Save

Save

Save

Save

Save

Save

Save

Save

Help! I’ve been plagued by low sales for months

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

Neagle Code Question

Hi David!

I have been plagued by the same challenge for several months now…low sales. It’s to the point where I need to start cutting back on my spending, which feels constricting and based in lack.

The biggest problem: I can’t figure out how to overcome this challenge, and it is SO frustrating…what is going on?

Thanks so much!

Neagle Code Answer

Hi, and thanks for your question.

First let’s look at what challenges in our lives and businesses REALLY are…

1) They are necessary for growth.
2) They hold hidden lessons that we need to learn about ourselves.
3) They are neither good or bad…they just “are”.

Webster’s Dictionary defines a challenge as: a stimulating task or problem.

But here’s what I want you to see:

You are experiencing this challenge because there is something that you need to learn about yourself, and the challenge keeps recurring because you are resisting learning what the challenge itself is trying to get you to see.

Each challenge we are faced with has a hidden message…

a hidden lesson that we need to learn
in order to become the person we
need to become to fulfill our purpose.

If you find yourself with the same challenge over and over, you need to take a deep look into what you may be resisting hearing, seeing, doing or being, that is keeping that challenge in your life.

In this instance, you may be resisting:

• the sales conversation
• reaching out to prospects
• being seen
• rejection

The list could go on.

Look deep into your challenge to identify what you may be resisting and reach out for help if you still can’t identify the resistance.

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 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. See the sidebar to ask your question today!

 

Save

Distracted and afraid? How to build your business anyway

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

Neagle Code Question

Hi David!

I know what I have to do to grow my business and fulfill my purpose, but every time I get the courage to pick up the phone and reach out to someone, fear stops me and I end up allowing myself to get distracted. I don’t know what to do to overcome this. Any suggestions are appreciated.

Neagle Code Answer

First, let’s bring awareness to what’s really happening here.

Your subconscious mind does not understand time, and therefore does not see your lack of sales in this moment as a potential major catastrophe for your business in the near future. It only sees that you’re safe right where you are, and that’s exactly where it wants you to stay.

Every time you start to make a move outside of that paradigm, you will feel fear. You’ll begin to have thoughts of:

• What if they think I’m salesy?
• What if they think I’m pushy?
• What if I make a mistake and say the wrong thing?
• What if they reject me or hang up on me?
• What if I’m bothering them?

And you stop.

You don’t make the call or have the conversation, and you stay exactly where you are.

I come from a place of bringing truth into a person's life, so consider this:

Your purpose has safety automatically built into it.

Why would that be?

That means that you would have to be safe doing it, or there would be no purpose in more life, it’s one and the same.

So this fear that you feel is actually a lie designed to keep you small and safe.

And here’s the REAL kicker:

The fear you feel is ACTUALLY POINTING YOU IN THE RIGHT DIRECTION.

If you’re experiencing fear when you’re looking at moving towards your purpose, it is because that is in direct conflict with what you’ve been programmed with; the false need for safety.

Use your ability to choose.

Pick up that phone.

Have that conversation.

Step more fully into your purpose, and as you do this, the fear will subside.

After all, it’s only a lie…

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 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. See the sidebar to ask your question today!