Tag: sales

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

Hi and thanks for your question.

The key to increasing your prices is to make the decision, and then ensure that you give more in value than what you charge.

It’s that simple.

I’m not sure what line of business you are in, but I’m going to use a service-based business as an example here.

Let’s take a look at restaurants. There millions of restaurants out there, and if you look at the really successful ones, you can learn a lot.

Successful businesses all have one thing in common.

They all have a unique selling proposition.

Your unique selling proposition sets you apart from the crowd.

It’s what makes you unique, and if you are unique, you won’t have to be concerned with competition.

Let’s go back to the successful restaurant.

A unique selling proposition for a restaurant may be that they specialize in one particular type of food, maybe they only use farm to table ingredients, maybe they have live piano music playing during dinner or maybe you can throw peanut shells on the floor.

Whatever it is, it is designed to SET THEM APART FROM THE CROWD.

To find your unique selling proposition, think about what makes YOU unique.

What services do you offer that make what you do extraordinary?

Once you can identify your unique selling proposition, you won’t have to be concerned with competition, and you can no longer use it as an excuse to charge less than what you are truly worth.

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 Sherry Rothwell.  You can find her on the web at http://www.DomesticDiva.ca.

Question:

I really enjoyed your answer in your blog post “Are You A Puppet”.
It leaves me with the question: How do you know the difference between when resistance is because something isn't right for you vs. resistance because you REALLY need to do it to take yourself to the next level?

Thanks so much David- you are lovely and I really appreciate your work!

Answer:

What a fantastic question, Sherry!

I think it would help if we used a specific example here, and because so many entrepreneurs resist sales, let's use that as the example.

First things first. When you decide to do anything in your business it is important to ask the question,

“Is this taking me closer to my goal, or further away?”

We know that the lifeblood of any business is really sales. If you don't have sales you don't have a business.

Making sales calls WILL bring you closer to your goal, if your goal is to build your business.

Yet many people will tell me that they are not sales people; that it's just not in their personality.

And it's a big lie. They are resisting doing the thing that will grow their business because of fear.

The crazy thing is that many people won't even try. To really understand if something is not for you, you have to do it long enough to determine if it's not for you.

Herein lies the difference between knowing if something is not right for you or if you're resisting something.

I'm sure you've all heard the phrase, “You won't know if you like it until you try it.” There's a lot of truth to that statement.

If you're wondering if you're resisting something, get very honest with yourself. Determine if doing it will bring you closer to your goal, and if it will, DO 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.TheNeagleCode.com to participate.

PPS: May I ask you to help me spread the word about this program? Is there someone you care for who is stuck, or struggling, or lost, or unhappy? Because if so, I would very much like to help. No matter their question, no matter their predicament, no matter if they've never heard of me before … if they would like to ask for help via www.TheNeagleCode.com, my Team and I will do our very best to provide that help.

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

Question:

Last week's situation – I ‘ask for the sale,' they know treatment sessions will definitely improve the quality of their lives – home life, personal life, professional life – they schedule their appointments – and two or three days later, call in to say “You're not in my budget,” or “I can't justify not paying other bills to pay for care for myself with you.” I've had a run-on of these lately.
What am I supposed to learn here?

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 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.

“Just Believe”,^®

P.S: 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.TheNeagleCode.com to participate.

P.P.S.: May I ask you to help me spread the word about this program? Is there someone you care for who is stuck, or struggling, or lost, or unhappy? Because if so, I would very much like to help. No matter their question, no matter their predicament, no matter if they've never heard of me before … if they would like to ask for help via www.TheNeagleCode.com, my Team and I will do our very best to provide that help.

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

Question:

Something is wrong and I am not able to convert inquiries into clients. I get contacted and that's it. I'm also networking and volunteering my services to help others and talk about what I do. What am I doing wrong? I don't know what to do. Thanks!

Answer:

First let's identify where the breakdown is taking place.

If I understand this correctly, you don't have any problems attracting potential clients, but you DO have a problem converting a potential client into a paying client.

This leads me to believe that there is a breakdown at the point of the sales conversation, probably right about when you are attempting to make an offer and discuss your pricing.

This is an uncomfortable point for many entrepreneurs. It's uncomfortable because they take their sales personally. They feel if a potential client says no to them, that they are being rejected. In fact, I know many entrepreneurs who would rather go bankrupt than to ask for a sale because they fear rejection.

The truth is, the client is saying no for other reasons.

They may say no because you haven't painted a clear enough picture of what they will receive (end result) in working with you.

They may say no because your energy is coming from a “getting” place instead of a “giving” place. (You know that feeling you get when someone tries to sell you something, and even though you really want it, you say no because the salesperson is giving you an uncomfortable feeling?)

They may say they want to “think about it”, because they just simply don't want to make a decision.

The key to getting to the bottom of the problem you're having is to pay very close attention to what you are saying, what you are feeling, and what you are hearing in your conversations. I even recommend recording some of your conversations so that you can listen to yourself ad pick out the points of breakdown in your conversation.

Here are a few more points for you to think about:

1. If you are attracting people who tell you they don't have the money to pay for your services, take a long hard look at your own relationship with money. These excuses are mirrors for your own beliefs.

2. Are you in control of the sales conversation, or do you feel that you're letting the other person run the show?

3. Do you feel you are “under charging” for your services, but have lowered your prices because you really want someone to say, “Yes”? If you discount, you will attract discount shoppers.

I know it's not what you want to hear, but step 4 is: Hire the best sales coach in your awareness! (That's me.)

Look, if you're in business, you're in sales. And if you don't learn to master the sales conversation, you'll never be the master of your income acceleration! If you're set on resisting improving your “sales set”, I would strongly suggest you think about GETTING A J.O.B. instead.

“Just Believe”,^®

P.S: 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.TheNeagleCode.com to participate.

P.P.S.: May I ask you to help me spread the word about this program? Is there someone you care for who is stuck, or struggling, or lost, or unhappy? Because if so, I would very much like to help. No matter their question, no matter their predicament, no matter if they've never heard of me before … if they would like to ask for help via www.TheNeagleCode.com, my Team and I will do our very best to provide that help.

Here is this week’s question from my portal “The Neagle Code: Directions for Life“.  The person who sent in the question wished to remain anonymous.

Question:

Despite all my efforts at helping others through my publications and coaching services, I am not receiving any compensation (money) back, except in small 2- and 3-figure amounts, and then only occasionally. What am I doing wrong? Help!

Answer:

Great question! But let me ask you a few things first…

How do you feel about sales? Are you comfortable ASKING for compensation and SELLING your services? It’s one thing to ask the Universe for something, it’s another thing entirely to ask another human being. Chances are, if you’re helping people, and you’re not happy with what they are paying you, the problem lies within your own self worth and ability to ask for what you want. What is your emotional response when a prospective client tells you, “No.”? Do you feel it personally or do you learn from the experience and get back on the phone, knowing that their response, either yes or no, has nothing to do with you?

Most people with this problem have some sort of underlying belief about sales. The truth is, we were born salespeople. If you have children, you’ll know what I am talking about. They are some of the best salespeople on the planet. It’s just that most people have inherited their parents’ beliefs about money and have tied it to their own self worth. Therefore, they don’t make the sales they need, because they have connected the word “no” with personal rejection, and rejection is not a good feeling.

You see, Katie, there’s not one simple answer to this question, but if you start taking a good honest look at what you’re doing, and what emotions you are experiencing, you’ll become more aware of what’s causing the problems.

Here are some TRUTHS to help push you past this roadblock:

1. If the need for money is there, the money must be there also.

2. Sales is not something you do TO someone, it’s something you do FOR someone.

3. Spirit is your source, but the money must flow THROUGH people to get to you. What are you resisting doing that is keeping the money from coming to you?

And when in doubt, ask for help from someone who is more successful than you are. Very few things are more beneficial than a mentor.

“Just Believe”,

P.S: 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 “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.TheNeagleCode.com to participate.

P.P.S.: May I ask you to help me spread the word about this program? Is there someone you care for who is stuck, or struggling, or lost, or unhappy? Because if so, I would very much like to help. No matter their question, no matter their predicament, no matter if they've never heard of me before … if they would like to ask for help via www.TheNeagleCode.com, my Team and I will do our very best to provide that help.

For many years, I have been in the industry of helping people start their own businesses & coaching them on how to turn their ventures into cash-rich, income producing entities.  I have seen many people come to the table with great ideas and wonderful enthusiasm only to watch them meet their businesses with frustration, and in some cases, failure in the pursuit of their dreams.

The reasons for this usually come pouring out at the onset of a conversation, but many are left really perplexed as to why they are having such trouble when I ask,

“What do you think is the cause of the problem?”

I don't care how you slice it – when it comes right down to it (where the rubber meets the road), you will find that either sales have stopped or never even got off the ground.  EVERY BUSINESS (even charities and non-profits) must have sales to sustain business.

Hard Fact:

Many who enter business really want nothing to do with sales at all.

They loathe the idea and avoid having anything to do with it.  What is really unfortunate is that no matter what the dream is, somebody has to sell it or you will never receive the benefit of your dream.

I guess some people have the belief that if what they have to offer is good enough, people will line up at their door to purchase it.  They just don't understand it takes great marketing & sales skills to get them in the line to begin with.

Once you realize how essential it is to develop a sales consciousness in business and begin devoting the proper amount of time to your own sales development, it will drastically change the direction of your business.

Look at it this way…

If you have a wonderful product or service but little or no skill, you are left with the realization that you are going broke – even though your product is so wonderful everyone should have it! The point is, because you don't know how to sell it, nobody will buy it.

I would rather teach a person how to sell first and then let them come up with a business of their own.  Then no matter what they are faced with they can always sell.  They have the skill.  If you have the skill it doesn't matter what business you are in – you can do well.  But without great sales skills, no matter what business you are in, you won't do well.  Is this starting to make sense?  Good.

Money?  people?  prospects?  sales? resources?  time?

Take a second and think about the last time you thought you did not have enough of something…

What was it?  Most people say money and time.

That is what it usually boils down to anyway.

Now we have all heard we live in an abundant universe, and many say they do believe it to be true, BUT then they turn and say they don't have enough.

They begin to justify their statement by claiming, “It's not the right time,”  “I'm not there yet,”  “God just doesn't want me to do or have (fill in the blank)…”

If you talk with these people a year later, most of them will tell you the same sad story all over again.

Why do people choose to live a life of such limitation in such an abundant world?

The truth is they really believe more in the idea of lack and limitation than one of abundance.

They want to experience abundance before they actually do something to change their life.

It doesn't work that way!  If you want a lesson in true abundance just take a look out your window!

If you even begin to contemplate nature and everything else the universe might contain, you have to come to the sobering conclusion that God did not create all of this on a budget!  Of course, considering the above statement would require one to really think, which is a topic for another discussion…

It is not enough to simple read about abundance.  One must begin to experience it, and the best way to have the experience is to continually mix with people who not only think this way – but live this way.

Let me share a secret with you…

You usually don't have to go looking for like-minded people because they are looking for you.  You just don't see them.

Why?

Because people come with opportunities for you, however their opportunity requires that you give what you are afraid to give up.  (Money, time, etc.)

The universe really is trying to give you what you say you want, BUT it can't do it your way.

(After all, your way has taken you as far as you can go).

Your way has walls, but the universe has none. Your way has fear, but the universe has none. Your way is limited, but the universe is not.

You must realize that you cannot get anything without giving something.  I'm not referring to giving in return,
but rather giving FIRST.

Why not start by giving up the things in your life that are currently keeping you where you are?

Money, commitments, relationships, guilt, & memories are just a few things which have control over your thinking.

Begin to let them go, one by one, and you open the door to a whole new way of being and living!

How many businesses get stuck in struggle, or fail altogether, because the environment in which they work functions like a game of Ping-Pong?

In Ping-Pong, two players bounce a little ball back and forth over a small net, until one player is unable to return the ball.  This paddling of the ball-back and forth, back and forth-may continue for an extended period of time, but eventually, one of the players will miss. The ball will be dropped.

Many entrepreneurs set up and perpetuate a business environment that closely resembles this game of Ping-Pong. They bounce back and forth between making sales and paying their bills. This cycle goes on and on, until eventually, one side is no longer able to return the ball.

These entrepreneurs desperately want to increase business. But with every attempt to grow via a hard return of the ball, they step further away from the Ping-Pong table. They hope they can adjust or adapt before the ball comes back towards them. They gain perspective away from the table, only to have to quickly return to the baseline to return the ball again.

The only way to break free of this game is to DECIDE not to play. You must simply walk away from the dysfunctional environment you've created.  And you don't have to feel bad about this either, because when you created this environment, you did so in innocent ignorance – you didn't know there was a better way!

Now understand that everyone is blessed, but you must step into your power in order to receive.  The best way to do this in business is to Leap Frog over your own initial start up.  Your initial start up is filled with challenges that are mostly created by you-and only you-so if you learn to focus in on the two most important areas of your new business first, you'll Leap Frog over years of frustration and low profits.

Once you have established your initial product or service that you are bringing to market, your job becomes two fold:

First: Learn to sell to the best of your ability to build a solid customer base.

Then: Closely examine the needs of this base, so that you may develop specialized products and services that compliment your original product, but that serve your customers further. In doing so, your customers will happily repeat the buying process time and time again.

By first focusing on the initial sales and the building of your customer base, you create an environment for yourself to continue to Leap Frog from one level to the next, without getting caught up in the busyness and problems that a slow climb creates.

Another enormous bonus is that you concurrently create the profits you need to expand at whatever rate you like. Your business will continue to grow exponentially if you keep Leap Frogging, instead of working your way through each and every challenge that presents itself.

It's never perfect, so don't expect it to be...

You will make the changes required as need be, but you won't be running back to the table to hit the ball. If you put in place the staff and resources to meet those challenges as they arise, you will reduce your stress level and cut right through to implement streamlined, profitable solutions.

Leap Frogging is a mindset that will allow you to transform just about every area of your life-and Yes!-even your income.  So go ahead and drop the Ping-Pong ball – it's time to make the leap. Jump.

“Just Believe,”

David