Why new clients back out and how to save the sale
This week's question from my portal “The Neagle Code: Directions for Life” comes from someone who wishes to remain anonymous.
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 so much!!
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.
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.