This week’s question from my portal “The Neagle Code: Directions for Life” comes from someone who wishes to remain anonymous.
David,
I’m an attorney and over the last 30 days I’ve had a ton of sales conversations, and none have turned into committed clients yet, despite them all being “interested” and qualified.
They get all excited and then they baulk at the price and say, “It’s A LOT of money!”.
I feel like I know how to convey value. I know what to say, but when people resist the price, I back off and tolerate the, “Let me think about it and get back to you.”
I just don’t know what to say and I’m afraid of appearing pushy!
Fantastic question!
The true problem is that your fear of what someone is going to think of you is negatively affecting your ability to have a powerful sales conversation.
If you care more about how you are perceived than you do about helping people, you won’t be aware of specific questions you can ask to overcome the “It’s a lot of money” objection.
If you weren’t afraid of being pushy, you would have responded to “It’s a lot of money.” with “Compared to what?” instead of backing off.
You see, “It’s a lot of money.” is a conditioned response people use when faced with a decision that leads to their own growth. So you then have to ask them another question to see what the true objection is.
If you were to ask, “Compared to what?” you would be able to see how they are making their decision and allow you to redirect the conversation.
This is a VERY common problem for entrepreneurs and business owners, which is why, on Thursday, Nov. 1st at 3pm ET, I’m going to be broadcasting a FREE 90 minute video training that I’ve titled, “Why They Say NO”. My plan is to teach you how to develop that x-ray vision I referred to by using questions to understand what’s REALLY going on in your sales conversations. CLICK HERE to reserve your spot and I’ll “see” you there!
PS: If you enjoy reading my weekly Neagle Code, you’ll LOVE my podcast, The Successful Mind. You can expect cutting edge information and strategies relating to success mindset, leadership, wealth creation, and relationships, all based in Universal Law and my own experience creating a multi-million dollar business.
Will you do me a favor? Subscribe, listen and leave me a review! I’d love to know what you think!
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