This week’s question from my portal “The Neagle Code: Directions for Life” comes from someone who wishes to remain anonymous.
Last week’s situation: I “ask for the sale,” and they know I can help them in their home life, personal life, professional life. They schedule their appointments, and two or three days later, I get an email saying, “You’re not in my budget,” or “I can’t justify not paying other bills to pay for your services.” I’ve had a run-on of these lately. What am I supposed to learn here?
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 and they’ve made a solid decision 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.
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.
