Why Do My Sales Prospects 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,

I keep getting objections during my sales calls. One person was ready to pay me through Venmo. Then she said, “I need to sleep on this.” Another person wanted to buy, but she was considering going with someone else’s program because of the payment timeline. She needed more time to pay my fee.

Am I doing something unconsciously that’s not attracting the people who want to hire me?

Neagle Code Answer

No—you just don’t know how to answer the questions that are coming up. Those are all legitimate questions. We get that kind of stuff every day in my company.

If someone wants to do your program but they say, “I need to sleep on this,” here’s how you respond.

Say, “You know what? I totally understand that. And if you want to sleep on it, you must have some unanswered questions. What are those questions? Let’s talk about those now.”

You need to do determine whether it’s BS, or if she just doesn’t have the guts to say no. Probably 80% of the time, the person doesn’t want to say no. It’s very difficult for people to tell someone no. They’re too concerned about what you’ll think.

If it’s legitimate, she’ll tell you what the questions are. Once you understand what the problem is, you can help her work through it.

Let’s say you’re going back and forth, and she keeps coming up with another excuse.

I’d say, “Listen, hang on a second. If you don’t want to do this, please know that you can just tell me no. I’m not going to hold it against you. I’m not going to pressure you. Just say no if you don’t want to do it. But it sounds like you’re making excuses.”

If the person’s a no, you don’t want them in. If you have to drag them in, you’ll have to drag them around. You don’t want that.

Give them permission to say no,
then move on to somebody who wants to say yes.

It feels extremely clean when you do it that way.

If someone wants your program, but they’re trying to decide between yours and someone else’s—ask them, “If everything was the same (pricing and payment timelines), which one would you want to do the most? Which one speaks to your heart the most?”

If she wants your program, help her work it out. Say, “If you really want to work with me, there must be a way to overcome this problem to do it. Let’s not let money or the timeframe stand in the way. How can we solve this problem? How can we work on finding that much money? Where can you get it? What can you do to get that money? If you really desire to do this, that money has to be there.”

The question comes down whether they want it bad enough. How can they earn the money to pay for it?

Then you’re solving the real problem. If it’s not a real problem, you flush the BS right to the surface. Then you can let that person go.

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