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, they know I can help them, so 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?
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 that 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.
Want to know more
of my Sales Secrets?
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