The internet is flooded with blogs and videos
on how to talk anyone into doing anything.
And so I felt like I had to give my take
on this conversation
because the reality is that most of what you hear
in those blogs or those videos or those ideas
is complete junk.
So in this video,
I'm going to show you actually how to talk anyone
into doing anything, check it out.
(upbeat music)
Number One- Don't sell to anyone.
The whole basis of the title of this type of a video
is completely flawed
because we don't want to sell anything to anyone.
Instead, what we want to do is sell the right surface
or the right product to the right person.
So the actual premise of this entire concept
is really flawed.
And so I promise I'll give you some ideas
on exactly how you can be way more effective
than actually trying to sell anything to anyone.
And let me just clarify the real flaw with this
of trying to sell anything to anyone
is that there are a lot of people
that are simply not a fit for your offering.
In fact, according to our data,
over 50% of initial prospects that you come across,
simply aren't a fit for what you sell
and that's okay.
In fact, the more quickly you determine that,
the better off you are.
So take out that mindset
of trying to sell anything to anyone,
and instead get really clear
on who you actually want to be selling to.
Number Two- Know your IPP.
Now you may be saying, what's your IPP?
Your IPP is your ideal prospect profile.
The best salespeople are super crystal clear
on who their ideal prospect actually is.
And so the best way to determine your IPP
or your ideal prospect profile
is to start with coming up with a list
of what are the traits of prospects
that are not a good fit for you.
Because knowing who isn't a good fit for your offering
is going to make you much more clear on the people
that actually are your best prospects.
The one resource in sales that we all lack is time.
And so if you're wasting your time trying to sell to people
that aren't a good fit,
you're ultimately not going to be successful.
You need to only focus on selling to your ideal prospects.
So when you get that lead from that prospect,
that is absolutely not going to be a good fit.
You can have an initial conversation
if you just want to make sure,
but be willing to move on from them as quickly as possible.
And then at the same time,
spend your time focusing on targeting
only your best prospects.
Number Three- Demonstrate insight.
In order to be able to sell
what you sell to the right prospect,
you need to start by demonstrating some insight upfront.
What is it that you have
that your prospects are genuinely interested
in hearing from you?
Chances are it's going to be your high level perspective.
No matter what you sell, you have spent hours,
countless hours hearing the complaints and frustrations
and needs of the people that you sell to.
And that information is actually really, really interesting
and insightful and important
to other people that you talk to.
This is how consultants make an entire living,
simply selling that information.
A consultant assembly is someone who has gained some insight
from talking to a wide range of people
and then goes and sells that information to other people.
Now, as salespeople, we may not be selling consulting,
but we can still use that same high level bird's eye view
insight of what's going on in our prospect's lives
to demonstrate that we understand what's going on
with other prospects.
And that's how we engage our prospects
in those conversations by demonstrating that insight.
By demonstrating that we understand the challenges
that they're likely facing
and what they're likely looking to accomplish.
And what are the common pitfalls
that often get in the way way of actually accomplishing
what they're looking to accomplish?
Number Four- Disqualify.
Now this goes back to the heart of the topic
of a training video, just like this,
which is how to talk anyone into doing anything
or how to sell anything to anyone.
And the reality is that you don't want to do that.
You want to be selling to the right person
by using your ideal prospect profile,
engaging them in a conversation by demonstrating insight.
And then by disqualifying the prospects that are not a fit.
Again, we said, according to our data,
over 50% of your initial prospects
are not going to be a fit.
They're not going to buy.
So the sooner you can disqualify those people and move on
is going to now allow you to have time
to really focus on the people that are a fit.
Here's the rub,
most salespeople are spending so much time
trying to sell to people that are never going to buy.
And so they get caught in the cycle of following up
and maybe you've been in that situation
where you find you're just following up on people
all the time and it's not going anywhere.
That's because you're not disqualifying
and using a systematic process to ask questions
to understand the key challenges the prospect is facing.
That's what disqualification is all about.
Number Five- Solve.
So once you've gone through this whole process,
and then you really understood what's going on
in your prospect's world
by using that disqualification approach.
Now it's time to not present the features and benefits
of your offering.
It's not the time to really go for that hard pitch
or that hard close.
Instead, we simply want to demonstrate
that we can solve our prospects challenges.
We want to demonstrate that we can solve the challenges
that they just told us about.
So this is the math of selling,
of your prospect is at point A
and you want to get them to point B.
But in order for them to get to point B,
there's a lot of challenges that they currently have.
You need to demonstrate
that you can solve all those challenges
in order to get them to point B.
That's the calculus that your prospects
are thinking through.
Is I want to get to point B
and I need to solve these challenges in order to get there.
Is this person, or is this company the right solution
that's going to help me get to point B?
That is really sales in a nutshell.
So if you can demonstrate
that you can actually solve your prospect's challenges.
Not focusing on the features and the benefits,
but just demonstrating that you can solve their challenges,
that is how you gain confidence
in the eyes of your prospects.
So there is my take on how to talk anyone
into doing anything.
And if you enjoyed this video,
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