The 7 Steps of Selling Successfully from Anthony Robbins
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This is another post about what I have learnt lately. I’m following the advice from Dr. Steven Covey where we can remember, apply and learn well if we share our new knowledge with others after learning it.
In fact, this is a continuous post for my previous article about The Selling Theories that I learn from Anthony Robbins. It was talking about how we can leverage on the theory of pain and pleasure and attack the “wants” of our customers and make sales. It is more about the theory. Now, in this article, I’m going to share with you the 7 steps of selling that Anthony Robbins teaches us in his tape, The Power to Influence.
7 Steps to Sell Successfully
Step 1: Set a state for your mind
Before you meet your customers, 3 things you must clear with: Clear with what this about for you, what you want to accomplish in this appointment and who is your target. First you must know what this appointment is about. Maybe it is just a relationship building with your customers or maybe it is an appointment that will show your expertise and help customers to solve problem. You must set a goal for your meeting and focus on it. I think the most important thing is your target. You must clear who is your target or someone who can make decision to say “I buy this”. It is sad and tired spending the whole day talking to the wrong person who cannot make decision to buy.
Step 2: Control the situation
You are trying to explain something and pass your information to your prospects. Usually a prospects will not buy your products is because they don’t have the enough information for their pain and pleasure. So your job is providing the information to them and makes them buy. This is a very important step for you. This is why you must control the situation and clear out all the obstacles and disturbance around you. You must make sure everyone is paying full attention on you in that appointment. Please remember that if you can’t control the situation, you will fail in the selling process.
Step 3: Clear what you want to say
You must clear what you want to say and the information that you want to pass. You might encounter a lot of special conditions in the conversation with your customers such as some questions, some strange response from your customers and etc. So you must solve the conditions without losing your direction and goal. All you have to do is guide them to the results that you want. This is why you must clear what you want to say because this will be a guideline for your conversation.
Step 4: Get Commitment
This is a special skill that can help you to attack the subconscious mind of your customers. It is getting your customers to say more “Yes” along the conversation. You can do this by asking some questions which will make your customers say “yes” and agree with you directly or indirectly. This actually has some kind of special effect on their mind where you can make them open the door of their mind and start listening to you. Most people are in defensive position the time they meet you. By making them to say “Yes” along the conversation, you will build up the level of confirmation of buying inside your customers. This is a skill that we must learn.
Step 5: Show and make them enthusiasm
Customers can feel our emotion. So you must be enthusiasm enough and influence them. If you are enthusiasm, you can influence and pass this feeling to your customers and make them feel the way like you. Don’t you feel that sometime it is easier to sell something if you have enthusiasm on it? This is the power of emotion in the process of selling.
Step 6: Be Sincere and care about your customer
We used to buy something from a friends or someone we are familiar with. So we must leverage on this point and make our customer feel that we are care about them just like their friends. This is why you must learn how to ask the correct questions to understand you customers’ problems and hence provide a solution to them. I believe that sales person is a solution provider professional. I also found that being sincere is the most powerful way that brings long term, repeated, royal customers to us.
Step 7: Closing
Last but not least, you must close the sales. You have to ask for the money and confirmation to buy your products from your customers.
That’s all for the 7 steps of selling. Please post your comments and ideas below.
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2 Responses to “The 7 Steps of Selling Successfully from Anthony Robbins”
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Honestly, I seldom meet a very good sales person except the one who did my house construction. A good sales person must able to understand what the customers need before he attacks. Most importantly, they must be sensitive enough and change very fast to put themselves into the customer’s shoes. Listening skill is very important. Having said that, I’m sucked in sales. Not to talk about selling product, I can’t even sell myself very well.
great post - thanks for the info! I found a great post in his biography elsewhere *finds link* anthony robbins biography its a good read for anyone interested! Take care - Fraser