The 7 Steps of Selling Successfully from Anthony Robbins
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.
The Selling Theories that I learn from Anthony Robbins
This is another post about something that I learn.
Yesterday, I listened to an audio course, The Power to Influence from world famous success coach, Anthony Robbins. This is an audio course that consists of 6 CDs which talk about the selling techniques and theories that will boost your sales. I managed to finish the first section of the course. There are 2 sections in first CD. I don’t want to finish the first CD one shot as I want to apply the “share after learn” skill from Brian Tracy.
I can see that Anthony Robbins did a great job in this course as he is an expert in human behavior and thinking. So he will use the same theories and apply them in the selling process which will make people buy. The theory is really different from other selling education material because he is showing us how to attack the emotion part of the customers.
Selling skills are very important if you want to start your own business or dream to be a successful entrepreneur. This is why this kind of selling course s is very important for us to learn the basic knowledge about how people buy and why people not buy.
Sell “Wants” instead of “Needs”
In the first 30 minutes, Anthony Robbins concentrates on the discussion about the selling technique – Sell What People Want and Not What People Need.
Buying is an emotional process. In most cases, we buy something that we want at that particular moment instead of sitting down and think whether it is something that we need. If every one of us thinks rationally before we buy, there would not have so many people fall into deep consumer debts. So this is the biggest prove that we all usually buy something emotionally.
Leverage the Pain and Pleasure of Your Customers to Sell Your Products
If you want to sell something to a customer, then you must tackle the customer’s emotion so that you can make him/her feel some kind of “want” over your products. This process is what Anthony Robbins calls Persuasion. Persuasion is a process of getting your customer to clearly associate their feeling to your products.
So how we can persuade and control a customer’s emotion? The answer is Leverage on your customer’s pain and pleasure.
Anthony Robbins believes that all our human behaviors, actions, habits or mindset are built in order to avoid pain and gain pleasure. We do everything for reasons and so as the buying process. So as a salesman, our job is make the customers feel pain if not buying now and gain unlimited pleasure by owning our products. In fact, we must concentrate more on pain because human will do more to avoid pain rather than gain pleasure. That’s mean in some cases, people will give up their pleasure in order to avoid pain. So we must concentrate more on pain. Maybe you can make your customers feel losing if not buying now or you can show him how he/she will be alone and hurt if they don’t buy your product. This is the skill.
Tips on How to Make People Buy
A customer will not buy your products if he/she associates too much pain on buying instead of not buying. Below is a list of tips that you can use to make people buy which I extracted from the course:
- Ask questions to collect information. First, we use the most basic skill - ask and listen. We must understand and know what our customers are thinking. So prepare a list of questions that will help you to get the relevant information that you need to make the sales.
- Knowing the pain and pleasure. Now you have the correct information. What you have to do next is know the real pain and pleasure that you can associate to your customers’ feeling that they must buy now.
- Give the reasons why they must buy. Give the reasons why they must buy now if not they will regret, pain, alone, hurt and etc. Just show them how painful it is if they don’t buy your products. The reasons you give must be the customers own reason and not those common reasons that we can think about. This is because different people have different kind of pain. So you must find the right reasons and attack them.
- Be professional and sell consequences. Please don’t talk so much on your products and how good it is. Instead pay more attention on your customers and sell the consequences. You are a professional in your products, you job is showing your customers what is the consequences that they will have by owning your products. Of course, you must again link up the consequences with pain and pressure.
Conclusion
That’s all for what I learn from the first 30 minutes of the course. Actually there are a lot of explanations and examples in the course which I think will help you understand the theories better. You can click here to find out more.
The Secret to Learn Something and Remember it Quickly Forever
Last weekend, I started to listen to a self-improvement audio course from Dr. Steven Covey, a famous author and speaker on personal effectiveness. The audio course is about the famous audio book: 7 Habits of Highly Effective People.
In fact, I bought this tape for many months ago and last weekend only I can spend time on it. What an “effective” guy I am 
I know that in order to be success and achieve financial freedom, we must learn how to be effective. All of us only have 24 hours per day and how we can leverage the 24 hours and accomplish what we need to do is the key to be success. This is the main reason why I bought this tape.
The First Lesson
So today, I just want to share the first lesson I learned from the tape – The price that we must pay to learn something.
According to Dr. Steven Covey, the price that we must pay is work diligently and share with others.
I think the meaning of work diligently is we must use what we have learnt frequently until it can be part of our nature. Besides that we must also keep thinking and dig deeply about what we learn in order to understand it better. From my experience, if you dig deeply enough on particular information, you will find out more and learn more eventually. You will feel that you have discovered a lot of new knowledge with the simple information that you learn for the first time.
Another price that we must pay is sharing our knowledge with others. Dr. Steven Covey recommends that we must share and teach what we have learnt with others within 24-48 hours. This will reinforce and reassure what you have learnt while you teaching it to others. I think this is some kind of generosity other than money. Just like the wealth, the more we share our wealth to others by helping them, the more wealth we will gain. Knowledge is our wealth too and so the same theory can be applied over here.
Can you be my listener?
The time I know that I must share what I learn with others within 24-48 hours, the first people I can think about is you. Yes, I think this is another advantage on blogging. I can leverage on my blog to share what I learn with others easily. So I don’t have to walk around to search for my listener who willing to spend time listens to me. So I decided that I’m going to adapt this learning habit and share whatever I learn over here. The only problem is would you mind to be my listener?
PS : This course comes in 2 formats – book and audio tape. I bought audio tape because I can easily listen to it while I’m busy on with my hands such as cleaning and etc. If you want to buy the course, please click here to do so.
