This week’s question from my portal “The Neagle Code: Directions for Life” comes from someone who wishes to remain anonymous.
Hi David,
I’ve heard you say you make sales calls and stay on the phone with people until they basically tell you to screw off. I’m also a bit relentless like that—I’m not afraid to reach out and enroll people into one of my programs.
However, I don’t want to be pushy. I know everyone’s on their own journey, and I want to respect what the other person says. Some are a ‘yes,’ others are a ‘no.’ Some are on the fence, with time and money objections—I don’t want to let those people off the hook.
Where do you draw the line between letting them be on their journey, and also being relentless in your pursuit?
When a person tells me, “No, I’m not interested, I don’t want to do this,” I move on. They have to be willing to do it. They have to want to change.
I see many people struggling with the same issues for years—until one day they decide they’re going to let the struggle go. That’s when change happens. I’ll stick with them through that.
For people who are on the fence…I’ll stick with them until they tell me they’re not going to do what I’m asking them to do. If they show up to a coaching session but don’t do what I asked them to, I’ll fire them. I’ll give them like three chances to change something. But if they’re not going to do it, then we have a conversation about letting them go.
Otherwise, they’ll end up blaming you for the results they’re not getting.
If you’re upselling someone and they’re on the fence—don’t let them walk away and just “think about it.” It’s not a think-about-it situation. Which questions aren’t getting answered? Let’s have a conversation about it.
In my company, we ask people to really make a decision. It’s like, get off the fence already, and make a choice. If you want to do this, let’s talk about it, we’ll help you. If you don’t want to do it, just say so, and we’ll leave you alone.
We’ll also do what’s called a “take-away.” We’ll say, “It sounds to me like this isn’t something you really want to do, so let’s just take that off the table.”
Sometimes they’ll come back and say, “No, no, no, I really want to do this.” Releasing the pressure actually pulls them forward, because they’re not pushing against you anymore.
In sales, your job is to help the other person reach a decision, even if it’s a no.
If somebody doesn’t want to do my program (or offer), that doesn’t mean I agree with them. I’m just respecting their boundary. That’s all. If they don’t want to continue, I’m like, “Cool, no problem.” If they don’t see the value in it, then don’t do it. I don’t want people spending money with me who aren’t going to do anything.
That’s a total waste of their time and money, and I’m all about the win-win.
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