Tag: sales conversation

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

Hello and thanks for this question!

To begin, a better question to ask is what specific problem are you going to solve?

I suggest you address the biggest problem that offers the most amount of pain and frustration to the parent.

In this case, the parent is the decision maker and has the ability to purchase your help, therefore you should be marketing and selling to the parent.

But if the parent doesn’t sense the URGENCY around resolving the problem, chances are they won’t purchase your service.

The Compassionate Conversion Flow Chart solves this by leading you to ask: What will happen if this problem doesn’t change?

In other words, if I have a problem with my tooth and don’t know how to fix it, the reason I don’t know how to fix my tooth is that there is something about it that I don’t understand. If I’m going to get it fixed, I have to go to someone who understands and has the expertise to fix it. The pain associated with my tooth ache also creates the sense of urgency to find the solution immediately.

The Compassionate Conversion Flow Chart can totally change the outcome of how you conduct sales. By identifying the specific problem you solve for the child and parent, you can leverage the questions in the chart to guide them through the series of strategic questions that bring order and clarity in their mind to help them understand what they really need; which then empowers them to make a decision.

By helping your clients SEE the problem YOU UNIQUELY SOLVE and then tapping into a sense of urgency for them to make a change, you get the privilege of helping them with the solution; which is ultimately what sales is all about!

Just Believe,^®

 

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.

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

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.

Let me explain.

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 anytime 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. It lets them know what to expect so if they start to create chaos, they can quickly identify it for what it really is. And second, if they decide to change their mind, you can resell 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 paying a mind trick on you, so let’s go back to the truth…. (and then you re-engage them in the resale conversation).

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.

Just Believe,^®

 

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.

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

I would love to answer this question.

One of the main reasons you may be experiencing exasperating sales conversations is because you may not be in control of the conversation. Here are a few quick tips to set the call up from the beginning.

Don’t: Begin the conversation without the small talk or pleasantries. There’s no need for it.

Do: Begin by stating the purpose of the call and the length of time you have allotted for it.

Example: Hi John! It’s great to connect with you. The purpose of the call today is to help you get clear on what your current problem really is so that you can make a decision based on facts about what you can do to solve that problem. We’ve got about 20 minutes, so I’m just going to jump in. Is that ok with you?

Don’t: Be afraid of redirecting or interrupting.

Do: Ask them permission from the start to interrupt them if necessary.

Example: John, we have such a limited time that I’m going to ask your permission to interrupt you or redirect you if I feel we’re getting off track. Are you ok with that?

Don’t: Allow someone to ignore a question you asked.

Do: Point out that they’ve deflected a question and you’d like them return to it.

Example: That’s great John, and I can see that this is a point of growth for you because you just deflected my original question. Can we go back to the question I asked for a moment? Why do you want that goal for yourself?

Give these 3 strategies a try on your next call and see how much more effective you will be.

The difference will be a benefit to you both.

Just Believe,^®

 

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.