sales Archives

What To Do When New Clients Back Out

March 15, 2014

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

Hi David,

I recently purchased your Compassionate Conversion Program, and I’ve put it to good use. My sales have increased, but I’ve had 2 new clients email me in the last 2 weeks and tell me they’ve changed their mind!

I don’t understand…they were so excited to get started.

Is there something I can do to prevent this from happening again?

Hi Fiona!

I’m so glad to hear that your sales are increasing!

Yes, there are a few things you can do that may prevent your new clients from changing their mind.

First let me explain 2 of the main reasons this happens.

Here’s a FACT: People hate telling other people no.

Here’s another FACT: Fear, worry and doubt are growth’s worst enemies.

So while your having the sales conversation it’s important to do 2 things.

1) Always ask for a deposit before ending the call. The act of them giving a deposit is a clear statement of commitment. If they are excited about working with you, but refuse to give a deposit, they are not really excited about working with you and are probably telling you what they think you need to hear to end the conversation.
No deposit=No commitment

2) Be proactive. Before ending the conversation, let them know that as soon as they hang up that their ego will go to work on them and desperately try to bring in fear, worry and doubt to get them to change their mind.
Ask them, “What’s going to stop you from following through with this commitment 100%?” This way, if they do contact you and say they’ve changed their mind, you can remind them of your previous conversation and they can see how fear, worry and doubt are clouding their decisions.

If you don’t understand their true sense of urgency, if you’re giving off a vibration of getting rather than giving or if you’ve not closed the sales properly are just a few more reasons clients “change their mind” after you feel you’ve enrolled them.

To learn more, I’m hosting a free livestream training solely focused on the real reasons great prospects say no.

If you’d like access, simply opt in at www.WhyTheySayNo.com

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.

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On Distribution: “How Do I Scale My Business?”

February 15, 2014

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

I am an artist, and have been successfully selling my posters into a specific retail genre. How can a “one woman band” grow distribution and a product line on a huge scale? I know if I can sell 10,000 of a product, then I could be selling 100,000 or more. How do I scale my business? Me, myself and I are very busy!

Hi — and congratulations on your success!

A common mistake I see business owners make is that they build TO their vision, not FROM their vision.

As you grow, there are specific tasks you don’t need to do anymore, which will free up your time to do what you do best.

Make a list of all the things you are currently doing that someone else can do. This should include everything except fulfillment and sales.

ASK: If you sold 100,000 posters, what problems would arise in fulfilling that order?

Then begin to implement the team and procedures that need to be in place to fulfill it successfully. Start selling now!

The money you need to build your company is in the sales. It requires you to have faith in your vision.

The question to ask is, “How can I?” And never listen to reasons why you can’t.

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.

5 comments

Can anyone master sales, really?

January 18, 2014

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

You’re constantly mentioning the importance of sales. Considering that we all have different skill sets, can ANYONE be a good salesperson? Can I master sales if I don’t like sales?

Hi Yvette.

This is a great question!

The reason I am always stressing the importance of sales is because without sales you don’t have a business. The only way that money changes hands is through sales.

If you don’t like sales it’s because you’re misunderstanding it. Sales is not something you do TO someone, it’s something you do FOR someone. You are helping a person to gain clarity so that they can make a decision that will enhance their life.

That’s why I created the Compassionate Conversion Flow Chart. It helps you be of service to a potential client. When you are focused on you, you can’t help the other person.

You want to be thinking, “How can I help this person?” NOT “What can I get from this person?”

Sales is THE most important skill to master.

And anyone can learn to do it.

Sales will also cause you to grow faster than anything else. If you’re willing to put the effort forth to master sales, nothing can stop you.

When you have your own business, sales is something that needs to happen everyday. If you do this, you will never have money problems.

Master sales. Master your income.
http://www.compassionateconversion.com/

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.

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[8 Steps To A Live Presentation That Sells Series] Article #2 ~ Set Yourself Up for Success in Speaking

November 14, 2013

As I said last time, even if you’ve never spoken publicly before, you can start making sales with speaking right off the bat.

Before I get into the steps for crafting your speech to make those sales, I want to give you five things you need to consider in order to set yourself up for success.

5 Ways to Set the Stage for Prosperous Presentations

1. Consider Speaking for Free
If you don’t have an established speaking career, I definitely encourage you to consider speaking for free. Your real money is not going to come from a speaking fee anyway. It’s going to come from back-of-the-room sales.

In fact, many speakers I know make a lot more from sales than they’d ever make in speaking fees or keynotes alone.

Yes, it is sometimes possible to both get paid to speak and make sales. However, there are a lot more opportunities to speak if you’re willing to do so for free. Numerous organizations in your own community would be happy to have you.

2. Is Your Objective Leads or Sales?
Sometimes, even when you’re speaking for free, a particular venue will not let you sell. That’s not necessarily a reason to turn down the opportunity, because you can still make the event very profitable by getting leads. Leads are the names and contact information for attendees that you can contact later to offer your products and services.

You just have to make sure that you collect those leads in a way that doesn’t upset your promoter. I’ll tell you all about that later in the series.

3. Build Your Talk Around Your Product or Service
You want the subject of your talk to be directly related to what you’re selling. This may sound obvious, but some people miss that point.

For instance, if you’re offering financial consulting packages, you might do a talk on what to invest in during a down (or up) economy or how to save a bundle on your taxes.

That way, your package or program expands upon what you teach the audience during your talk.

4. Learn About the Room
You have to know something about the people you’re speaking to so that you can tailor your content or delivery somewhat. You don’t have to know everything, but you should know their background, the promoter’s background and the primary reason they’re in the room.

I’ll get into this more next time and tell you how I learned this lesson myself—painfully.

5. Get the Ratio Right
Your speech can be as long or short as you like, but ideally it’s about 90 minutes. That gives you time to follow all of the eight steps, create value and sell your product.

80% of that time should be devoted to teaching them something that they can apply in their life or business, and 20% should be devoted to the close, to overtly selling your product or service.

If you devote more than 80% to providing value, you won’t have time to do an effective close. If you close for more than 20% of the time you’re onstage, your audience might feel gypped or misled.

You’re actually selling the whole way through, but during the value portion, the selling is subtle and embedded in what you’re teaching.

The goal is that by the end of your speech, your audience wants what you have.

You don’t have to sell them anything.

They’ve already sold themselves.

David Neagle, The Million Dollar Income Acceleration Mentor and author of The Millions Within, teaches entrepreneurs and commission-based sales professionals how to quantum leap their current incomes past the 7-figure income level, often in less than 12 months. As a world-class speaker, sales trainer, and success-mindset mentor to some of the globe’s top CEOs, David also privately mentors big decision-makers in their pursuit of quantum success and peace of mind.

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[8 Steps To A Live Presentation That Sells Series] Article #1 ~ A 90-Minute Presentation Catapults Your Business

October 31, 2013

The quickest way to make sales and build your business is through public speaking. That’s because people make a real connection with you when you’re up there telling your story.

However, not just any style of public speaking will earn you sales. You have to craft your speech for that purpose, and that’s what I’m going to show you how to do in this new series.

Even if you’ve never done any public speaking before, you can make sales right off the bat.

Would You Rather Get a Standing Ovation or Sales?
The first thing to understand is that most of the speaker training out there is completely irrelevant when it comes to making sales through speaking.

Sure, there are tried-and-true techniques that can teach you how to get an audience’s attention and garner applause. You may even get a standing ovation. That’s desirable when you’re doing a keynote.

But applause, alone, does not necessarily lead to sales. In fact, it rarely does.

If you don’t craft your speech for the purpose of sales, you’re unlikely to make any.

Speaking for Teaching Versus Sales
There is also a big difference between speaking for the purpose of teaching versus the purpose of sales.

When you’re doing a workshop or a seminar, you would not use the 8-step, crafted speech I’m teaching you in this series.

That doesn’t mean you can’t sell. You just do it in a different way.

Selling in a teaching environment is a softer sell. You give them a ton of great information and value, but you leave out the next step so that they have to acquire your product or service to learn it.

In this series, I’m teaching you how to make a 90-minute presentation that you can take to a local community or professional organization and start making sales right away.

These Steps Work
When you’re speaking for the purpose of sales, one of the primary ways to gauge your success is by calculating what percentage of the buying units in the room bought what you were selling. This is called your closing rate.

The number of buying units is not necessarily the same as the headcount. A couple would count as one buying unit because they’re only going to buy one of your program.

My closing rate is 30% and higher. Sometimes it’s MUCH higher – 80% is not uncommon. Only on very rare occasions has it been lower.

That means, when I speak, at least 3 out of 10 of the buying units in the room buy what I’m selling.

That is a conversion rate I know I can count on.

I’ll take some of the credit for that, but much of it belongs to the 8 steps in this series. They’ve been proven to work over decades of application.

I’ve got to tell you, there really is no faster way to build your business than getting this thing down.

As one of my clients said to me, “You can make bucket loads of money!”

I’ll start showing you how to fill your own buckets next time.

David Neagle, The Million Dollar Income Acceleration Mentor and author of The Millions Within, teaches entrepreneurs and commission-based sales professionals how to quantum leap their current incomes past the 7-figure income level, often in less than 12 months. As a world-class speaker, sales trainer, and success-mindset mentor to some of the globe’s top CEOs, David also privately mentors big decision-makers in their pursuit of quantum success and peace of mind.

4 comments

Underhanded = Belly Up!

October 19, 2013

This week's question from my portal “The Neagle Code: Directions
for Life” comes from Felicia T.

Hi David! I know that I have to make sales calls or I will be out of business very very soon, but how do I get over feeling sleazy and underhanded. I feel like if I call people to offer my services, that I'm a disruption to them, and fear they will think I'm selfish and that all I care about is selling them something.

Thanks so much!!

Thanks for asking this question Felicia. You are absolutely correct in assessing that without sales your business or any other for that matter, will eventually go belly up.

The first thing to transform is your belief around sales being sleazy and underhanded.

Many people often feel this way about sales because they believe that sales is something you do TO someone when in actuality sales is something you do FOR them.

Sales is really a communication process between you and other individuals about how your product or service could help them fix a specific problem. They have a problem and are looking to you as the expert to help them solve it.

If you enter into every conversation with the intention to help someone else, you will no longer see yourself as a disruption or selfish but as someone being of service.

If you are confident in your ability to help someone, they will sense it and know that you truly CAN help them. If they feel your discomfort with the sales conversation, and lack of confidence, they will turn away and look for someone else’s help.

Your ability to ask the right questions during sales conversations helps them gain clarity around the actual cause of their problem, so that they can then make a decision about what to do next.

By simply changing your belief and how you engage in sales conversations, you give yourself a more empowering approach to serve others and sell your product or services!

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.

2 comments

Why I don’t talk about branding…

August 17, 2013

This week's question from my portal “The Neagle Code: Directions
for Life” comes from Madeline T.

Hi David.

I notice you don't spend a lot of time talking about the importance of branding. Yet, when I go to events, there's always someone telling me that branding is REALLY important. I'm currently in the beginning stages of my own business, and haven't yet made money. Should branding be something I invest in prior to really making money?

Good question!

The most important thing you need to know, especially at the beginning stages of a new business startup, is that the only thing that REALLY moves money is sales.

The best marketing strategy for any business startup is identifying your target market, finding opportunities to get in front of them and having sales conversations that identify you as the expert and someone who can help solve a specific problem.

Many businesses make the mistake of investing in branding upfront without any clear idea or direction of their market because they haven’t sold to anyone yet. They think this is the driving force behind making sales.

Initially you are the best marketing tool for your business. By unearthing who wants to buy and by you engaging in sales conversations, you will activate buyers.

After you have gained some successful momentum in sales, you will get clear about, “This is what I am. This is why I exist. If you like me, you can buy me, support me, and recommend me to your friends.” That is the time to start thinking and investing in branding.

A good marketing campaign can push out your message, and a good brand identity can pull them in, but the bottom line is:

Sales is the most important activity behind any successful business, and it is often the most overlooked.

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.

2 comments

Will they see me as an expert?

July 13, 2013

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

Hi David!

How do I create credibility for myself when I’m just getting started, in my business? I do not have a list and I have no clients to do testimonials or social history for proof that I can do what I say I can do.

Thank You!

Thank you for your question. Many people get stuck right here, thinking they have to build credibility, secure testimonials and build a website before they can ever begin.

So here’s the real question, are the people who need you finding you? And when they do, do they see you as an expert or just a friendly peer?

By posturing and positioning your actions, thinking, and energy all to match your expertise, people will see you in that way and want to buy your services.

How do you position yourself as an expert and get your message out?

A great way to do this is by sponsoring and speaking at events that compliment your services. By aligning yourself with event hosts, you hold instant expert status, and if you get to speak from the stage and share your message, you’ll have access to an audience ready to hear from you.

While events can give you the platform, what really enrolls clients is a sales conversation where you ask questions that other people have never asked before.

You don’t need to tell them how much you know or about your raving testimonials or how wonderful your product or service is.

Your confidence in your ability to help them gets transferred TO them, and then they know you can help them.

You don’t sell people… people sell themselves when they realize what they need to do about their problem; which ultimately results in them purchasing your expertise to help solve it!

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.

2 comments

What do I do about persistent refunds?

May 11, 2013

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

Hi David,

I need sales help. Actually I am doing well at making sales, but I’m not doing so well at KEEPING the sale. It seems like every time I make a sale, a couple days later I get an email telling me that they changed their mind, and they want a refund.

What am I doing wrong?

Thanks!!

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.

6 comments

What if my speaker agreement doesn’t allow for an offer from the stage?

April 20, 2013

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

Hi David,

I have a speaking opportunity coming up in the next month, and the host is not allowing me to make an offer from the stage. Do you have any strategies that I could use to let people know about my programs without making an offer? I’d really like to make the most of my time on stage.

Hi Michael and thanks for your question!

I’m not sure how long you have on stage so I’m just going to make an assumption that you’ve got 45 minutes of speaking time.

The best way to “sell” your programs and services to your audience without the ability to make an actual offer is to do something called “seeding”.

Seeding simply means that you’re planting seeds in the mind of your audience about the results they could experience if they were working with you.

Here’s what it looks like.

As you’re delivering content, you insert stories and case studies about the results your clients have received while working with you.

EXAMPLE:

Let’s say you were doing a presentation on how to have a confident sale conversation. You may start by talking about all the negative beliefs we have about selling and how it keeps us hidden. Stop the teaching and insert your first seed.

“In my 3 month program, one of my clients actually pushed through heir fear of rejection and was able to triple their income in 30 days and help 10 more people to change their lives.”

The seeding not only supports your content and gives examples, but it also let’s the audience know that you have a 3 month program and that your clients achieve success.

I recommend planning to seed after every section of content you provide.

Tell stories and give case studies about your client’s successes to help them identify with what you offer and how you can help them.

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.

4 comments