How to Sell Anything to Anybody (Keynote Presentation)
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- Опубликовано: 27 янв 2018
- This is a keynote presentation about how to sell anything to anybody.
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I know this is a long video, but I break down the entire process behind how to sell anything to anybody.
I was speaking to a bunch of sales reps. It's great for selling face to face and online.
Want to see "behind the scenes" of an entrepreneur who makes more than $1M dollars per year? Follow me on Instagram. It might surprise you. instagram.com/derekhalpern
"behind the scenes" agreed !
Derek Halpern you changed me
Great speaking
Being rich has never made one single person on earth happy. Yet for many people it seems to be one of their main goals in life...
THERE ARE NO QUICK GET RICH THEMES!
if u see a get rich theme, it means that somebody else is trying to get rich out of YOU
- Naval
I like how he gives solutions to sell each of his sideliners. That's something a lot of people don't do in keynotes. Props.
Sales has been the most challenging area of my design practice and this talk is just mind-blowing. Back in the past, I've always relied on my enthusiasm for the product/service and its potential to help others when selling, and if they still didn't want it, then I stopped at that. My value is to never push because I myself don't like being pushed. But when we look at sales in terms of providing other people with the solutions they need when they're ready, then it's technically not "pushing". So through this talk I've learned that sales is like a coaching conversation. You know how to help the prospect, but they don't see you or your product in that light, and so you find ways to reframe your message for them to understand and be open to it. This is gold, thanks for sharing this whole talk, Derek!
Whether you think your product is a fit for a prospect or not, if you think you’re pushing then you are. No sugarcoating, but it’s ok if that’s your style.
Awww yeah...I saw this was an hour long and I got comfy in the couch and grabbed my headphones.
Sh*t Derek...this is so valuable.
Like others, I love how you were introduced by someone else and that you hooked me almost instantly with a STORY.
Actually wait...I also love how you walked around in silence and suddenly say, “what’s up?”.
My take always/notes and insights!
#1 Take the time to research and understand your customer.
#2 The 3 types of people when selling (you mentioned this during the last meaty video you shared).
#3 Focusing on people that already want something.
#4 Four universal reasons people don’t buy.
INDIFFERENT (do I really need this, do I really have a problem), don’t talk about what you sell (research and innovation). Find what people care about, use it to get them to buy.
Don’t overwhelm them with features and benefits.
This is so true. I was on a call with a nutritionalist and I just want a diet plan but she started going on about supplements and meal replacement shakes. Nope. Just lost me.
SKEPTICS: Want to learn more, (who are you, are you qualified, why you?). Don’t argue with them. (Back to the nutritionalist...I turned down the extras and just wanted the meal plan and she pushed back trying to convince me).
Don’t say they are wrong, reframe it with a story. Not arguing, just trying to help. Add a name...(she sent me photos of before and afters of her clients...which was super compelling).
Arguing kills the sale, don’t do it.
WORRIER: skeptic questions you, worries question themselves. (I don’t know if I can do this, this won’t work for me, will I feel stupid after I buy this).
Don’t tell them not to worry, focus on the specific thing they are stressed about and show them why they don’t need to be stressed about it.
Goal is to encourage them to dip their toes in the water. Get them to say yes to something.
PROCRASTINATOR: There is a reason why they aren’t pulling the trigger and you must find out what that is.
Find out the emotional reason for the no (the fear).
Encourage them to try not buy. Try on purpose.
Fall in love in 90 days or double your money back.
Give them a taste of what they’ll achieve.
Small wins convert
Introduce the product later, after you address all the sideliners before you introduce it. Getting their attention by speaking to their hopes, fears and dreams.
Disqualify your competitors.
Talk to people’s emotions first and then ask them to buy.
Address or change they way you speak so you appeal to what they want most. This way you can answer the question before they have to ask. They see you as a friend, not a sales person.
3 part lunch and learn: lead with value first, follow up with the sale.
Boom!
Diana Tower great notes and comments. Thanks for taking the time.
GREAT!
Diana Tower 🙏 thank you. I was driving while listening and thinking “dang I need to be taking notes!” Appreciate you sharing 😊
Thanks !!
Addressing your audience's fears and hesitations is a GREAT way to put them at ease and then they are paying attention to your offer! Thanks for this valuable tip Derek.
It was not lost on me how you spoke the language of your audience. I not only learned from what you were teaching but also from watching you actually apply it!
Hey Derek, i've been selling services for 10 years now. I've been doing so without any knowledge or education. Just by learning on the go. Recently i started learning in depth about , on-line marketing, sales, etc.
Thanks for a great video and sharing your knowledge! I really like the way you present yourself. It would be great to have a lunch and learn one day!
While watching this video, I decided to do something a little different than just listening - I started to analyze how you structured your presentation. It starts with an introduction from a 3rd party (more credible than self-promotion), a story, and then presenting/amplifying the related problem. I'm only at the 12 minute mark right now, but dissecting this video is teaching me a lot on how I could structure something as to make it as persuasive and captivating as your videos.
Very well said, Educ8 - Applic8 - Motiv8 , Santos Rolon Jr.
Looks like someone profiles not only the teachings but the teacher as well and also body language and volume of voice to keep one listening! Dissect everything and saok up everything like a sponge.
You needed this guy’s video to tell you to use a testimonial as a selling point?
Youre stupid
Look up SPIN selling. Situation, problem, implication, solution.
Situation: What implants do you have?
Problem: Loose screws?
Implication: Loose screws means lower quality care.
Solution: buy these
This is GOLD! Learning how to sell better is one of the skills I plan to improve this year. Thanks Derek 👌
So much value in this video. I appreciate you putting it up.
Fantastic. This is worth making the time to watch. Full of loads of great info and it's given me a ton of ideas of how I can apply this to my own stuff. Thanks again Derek, these videos are great.
This video came to me as a blessing! Thank you Derek and April and whoever else. You The Man Derek!
This is straight up Jordan Belfort - Straight Line System . Love it!
Fantastic presentation. Just what I needed this weekend, and a great followup to your sales presentation a couple of weeks ago. Both are definitely must watches in my book! Thanks for the fantastic content as usual. :)
You forgot to mention another type of customers: The Fantasisers
People who waste your time fantasising about a product or service but never have the budget to buy it.
Hahahaha...so true
Couldn't agreed more.
but they are still potential buyers who may be preparing to buy but will just take a bit longer. Happens to car sales a LOT. But eventually, they buy.
when you know what you are doing weeding them out takes minutes flush em out and move on
That's a good presentation. Thank you Derek for sharing all this . That helps lot
A lot of gems in this video. Thanks a lot!
Derek...I've been out of sales for years do to medical issues and now am getting back for I am feeling good enough to go back to sales again. I must tell you...that this was just what I needed! I didn't think to take notes but your presentation was so RIGHT ON, AND INVITING I had to take notes and I'M GLAD I HAVE DONE SO! GREAT PRESENTATION...DIFFERENT CUT FROM WHAT I WAS TAUGHT. I WOULD SAY MORE EFFECTIVE THOUGH THE WAY WAS SIMILAR...THANK YOU....GREAT JOB!
This process shows just how universal the sales process is - good techniques can be used in any type of sales process.
This video is really unbelievable, thanks for sharing! I always had a big problem with selling anything...
Sweet stuff! Took mental notes. Will end up watching it again probably.
A big takeaway for me is that leading a sales pitch with your product or service’s deliverables is inferior to leading with the value your product can bring. And the value proposition will be different with each kind of sideliners. This same concept applies to the 3 different kinds of customers presentation (oblivious, afflicted, informed).
We’ve got to talk to potential customers in a way that matters to THEM - not in a way that matters to us. Sure, we think our products are great. But not everyone will. So honing in on the specific value one might gain from buying your product is a must!
Very good. Reminds me of Jeff Walker's Product Launch Formula
I had to wait till just now bcz i wanted to listen to this whole thing because I've come to expect over and above content from you Derek! Such a class act even in t-shirts every day. (Looking snazzy here tho.)
Who reads that much? Only the buyers. Yes!
SUMMARY:
Types of customers and approach to sell to them
:
a) Indifferent - Find out their personal concerns in life and focus on them to become interested. Address that concern with the product features by showing them how they resolve that concern.
b) Skeptic - Don’t argue. Arguing kills sales. Begin by agreeing to their criticism. Then be curious and ask for facts which points towards the weakness in their argument.
c) Worrier - They are not confident about themselves. They worry about whether they can take the risk. Show the specific solution to the issue they are stressed about. And then encourage them to “dip their toes” in the water by offering them free assistance with getting familiar to the product.
d) Procastrinator - They are already convinced. But doesn’t buy because of an emotional reason may be which needs to be found out. More like the worrier. He is worried about the risk for the price he pays. For them say “Try before you buy”. Full refund if you don’t like. Give them a small win, a taste what they are going to achieve if they buy this.
General advice for selling:
Don’t sell the product. Don’t even talk about the product first. Just connect with the customer emotionally. Appeal to the things they want most. Bring up a question they might ask but ask it yourself. They will trust you then because they will feel that you are on their side trying to resolve the issue vexing them.
Gold. Sounds just about right. You are good.
No you are not good. "They will trust you then because they will feel that you are on their side trying to resolve the issue vexing them." they will FEEL that you are on their side there should be a side note in parenthesis saying ( but ur not really on their side) you are a piece of shit sir. Learning how to win someone over TEMPORARILY is a scumbag fucking move.
@@adamlocke2802
the fuck is wrong with you pal ??
If the sales rep trying to solve the issue - its good for both parties. You don't need to be connected with someone permanently to win over them - simply you will be only on the one line.
As a salesperson you should be flexible - this CEO likes fishing - have a small talk over it, other doesn't like smoking - tell him that he is right and smoking is bad and explain why. But you should solve their issues and pains. This is the best way to sell.
Flexible means more productive and successful.
Wow Derek, thanks so much for sharing this. I've only watched it once but I'm gonna have to go through a second time and make better notes.
Thought you were saying 'warrior' until the last part lol. Good stuff. Thanks.
Fantastic job ... I love it.
As a saleswoman, I have learned made so many mistakes and have gotten better! Now I always say, you need options, decisions, and true statements about the quality, high end quality, mid range low end! Even if they can afford low end always give them decisions, talk to them about applying for credit cards through the company, payments and other options, I noticed customers feel more comfort towards having a leverage to making a choice for the items
THANK YOU! THANK YOU! THANK YOU!!
I recognize the incredible value you have just shared with us and so appreciate it!
As I listened I kept thinking about my clients, their clients, myself as a seller, myself as a buyer, and about the different types of people in the world. So many layers of application!
I will listen to this over and over! ❤️
Derek your videos are truly giving us the tools we need to be self aware and to push through even when it's tough I can't wait to see what comes next.
so well done
I love it! Derek Halpern 101, lead with a STORY!
Ouhhhh I was so hoping for a QnA at the end there, would've been fire!
Awesome Derek! Thanks for sharing this 👊🏽
Thanks, learned a lot of information. Will start today using this approach.
This is a great video for us newby sales person... I will be into that world real soon dude... Thanks for sharing it...❤️👍👍👍
Wow thank you for your service
Your presentation is 100% Real. Keep up the good job guys. You motivate us.
Derek, Your video touched my heart. I have gone through all those situations with regard to my would-be clients that you spoke about. You gave valuable content through your talk. You are fantastic. I just bumped into this video, which came in front of me. I face a similar client ( doctors) based situations with similar excuses. By the way, I make educational cum surgery based video presentation for my client doctors ( Orthopedic surgeons, Plastic Surgeons, ENT Specialist, Gynecologist, etc). This video presentation is meant for patient education, for doctors to doctors or for their own online promotion. This is Anthony from Santacruz, Mumbai, India.
...Amazing presentation! Oh...by the way the fridge for the esquimos is to keep the food from freezing.
Great talk! 👍
You're giving away the keys to the kingdom here, Derek! Thanks as always for providing such valuable content... I'm only about 10 minutes in and I've already picked up instruction that is going to change the way I approach potential customers!
I subd and very glad I did. I’ll be adding all of these topics
Very very inspiring and very very energetic...keep it up
Good techniques to learn from
Great information
I think he’s quite likeable...? He’s obviously good at what he does. And he’s sharing his knowledge for free. What’s not to like?
Im interested sales because Im the guy shy guy that feels unconfident around others; Im now changing!
I can relate
Everything is in your head brother, once you get passed that you can do ANYTHING! Believe in yourself and watch some les brown /motivational videos for motivation! Especially when you wake up in the morning. Conquer the morning, conquer the day!!
Mind blowing
This concept of the sideliners makes me think about an article that Taylor Pearson wrote about how to "attract luck" when you are selling your product or promoting your content. He compares the Pareto Principle with the Long Tail Principle and shows that if you know how to focus your effort on the long tail that is simultaneously the people that would be the 80% of people that is uncertain that they will buy (the other 20% being buyers and non-buyers) and that you can have a raise in revenue if you know how to market to these 80% as they are the most probable to become costumers. Great video!
p.s.: I've grossly summed up the article that can be easily googled with "Taylor Pearson How To Attract Luck"
Spot on
Very cool about turning the snarl into a bite!
Awesome 👍
This guy is super good
🔥thank u
Very good video
Great presentation and great content Derek! Loving the daily series and how you keep it fresh with keynotes and other bonuses :)
subscribed!
Cool, thx!
Valuable information.
My only point is, if you want to sell something, preparation is key. As i watched the video noticed you are reading so much off the monitors (or whatever is there, you are checking that so often). For me it felt like you did not prepare that made me question credibility.
When you were walking left-right or making eye contact with the audience, your credibility went up. As soon as you started monitoring the display or whatever that was, i felt like connection dropped.
Yes. Though the content is quite smart and enlightening, the presentation didn't buy me out 100%.
Good content
Hi Derek. Is there any email where we could reach you?
These are all great tips and tools to guide me to better sales that feel natural because it is. If you want to be contributing your gifts to the world and making money while doing it this video will open new levels of success for sure. Now what will I start implementing today...I'll keep you posted. Also, I was curious, at what point in your business did you start doing youtube videos? And how are they different from your daily vlogging now?
It’s amazing how much of this is straight out of Ramit Sethi’s approach... great talk, I am just curious about where this model comes from that might predate both of these guys...
Julian Walker this keynote was from 2014. Its inspired by Eugene Schwartz.
oh interesting, didn't realize it wasn't more recent! thanks for the reply i really appreciate you took a moment to respond. i did ramit's Zero To Launch course in 2014, and was surprised at how everything you said was so similar.... good to know what is perhaps a shared influence. i will check out eugene schwartz. always enjoy your work, derek. what is your most up to date course re: online business, email, social media etc?
"up to date" is a dumb qualifier.
When a course is built doesn't change how useful it is. Especially when you build courses the way we build them at Social Triggers. We build "evergreen courses." The date of the material is designed to be effective today... tomorrow... and 10 years from now.
Do tools change? yes. And we sometimes talk about that. But we try to keep that out of our courses.
The better question would be, what are you trying to do exactly? Sell courses? Sell services? Build an email list? What's the core problem and I can recommend something.
hey, thanks for zeroing in on that phrase... i used the term "up to date" specifically because the new FB algorithm seems to have radically reduced how my posts sharing blogs and videos were driving traffic to my websites between early 2017 (and a couple years before) and the last few months. also email marketing seems to be in need of an update re: more and more people opening email on phones... so yeah i get the evergreen course approach, it does seem though that timeframe is relevant, especially in the fast moving realm of tech and how it is used... thanks for asking about my specific needs or problems. i have a hit a plateau in reaching new customers, and as i said have been applying the approach i learned from Ramit's online business course in 2014 -so i am curious how your courses might be updating and fin- tuning some of these familiar strategies.
Timeframe is irrelevant, based on what we teach.
So is medium. So is consumption pattern. And we don't talk about Facebook.
Why did you hit a plateau?
How much money did you make last year?
Small win:)
You do realize that about 45yrs ago a man by the name of Joe Girard wrote a best-selling book with the title of How to Sell Anything to Anybody. If you are using his book title I hope you are giving him credit!!!
Thanks for listening.
How do we sell?
how do you sell to a bcluster/npd?
it may be an hr long, but I have watched it four times in five one week lol
Thanks a lot 🙏
Much support from 🇿🇦 ZAR- Durban Rich Future by DSK Clothing ❤
My encouragement to you would be to not be indifferent or a procrastinator. Some admit that its a great plan and didn't know that it was even possible, admit that it would work great but lack the confidence to think this plan will work for them. To take advantage of the opportunity, do your due diligence and be proactive to choose the best retirement plan for you.
Would it be a win to avoid those two calamities?
Are you my ideal client?
Say yes 2x.
Glory to God for you 😊
Hey everyone, I'm currently trying to find out how one could make the lives of busy people, like yourselves, a lot easier ;)
Which is why I have two very simple questions:
As entrepreneurs, do you sometime struggle with gaining healthy weight in the form of muscle? If so, what are the 2 biggest struggles you are dealing with?
Regarding gaining weight/muscle, what would you wish for more than anything else?
Thanks so much in advance - looking forward to reading your answers!
"You want to find that one thing he cares about, and focus on that; nothing else."
"When you ask people to give you money, that hurts; people don't like to spend money."
But if you can sell ice to an Eskimo that means youre clean af and always going to make money. Lol I just like that phrase had to defend it.great vid
Actually that's incorrect , it's completely unethical to try to sell ice to someone who doesn't need it just to feed your ego or make a buck.
From 52:00 it was a fantastic value proposition
You mean when he teaches you to lie? Yeah, fantastic smh
I asked "How come its not FREE today in Germany and was politely escorted from the restaurant..." I never talked to strangers again :(
Free spot on my bongo card and my step dads will, hint wade wasnt his legal first name lmao
nice video
You can't sell anything to anybody you just sell the right thing to the right people.
Sounds like Dale Carnegie book "how to win friends and Influence people." If you watched this video, you should prob pick up the book, it might help better understand. the method and reason why.
JJJRH works!
He is using trigger words to manipulate your mind "YES, YES"...."SAY YES"....."NO SAY NO" and people get programed and persuaded into trusting him and liking him and then buying from him...therefore giving him money.
Based on his presentation here, I don’t feel manipulated but find his material very helpful.
I love the saying "He is so good at selling he can sell ice to an eskimo" I would love that person and see what ratio they would have selling a diiferent smartphone to an Apple Iphone true believers, attempt that feat...it's like persuading a person out of a cult! Some services and products are easier to sell against because the conditioning or brainwashing isn't as strong, nobody talks about this is sales.
WHAT'S UP
This video has hidden advertisements. You can't see them. But every 5 mins. BAM!!! "Advertisement."
You know how I handle sales associates who think they can pester me into buying anything?
First, I say, "No, thank you. I'm just browsing."
If that doesn't work, I let them have their way. I let them show me the merchandise. I ask for the sizes and colors, and have them fetch it. I ask and ask and ask, so they their sole focus is on me. No time for the other customers!
Then, I tell them that I'm not interested, and leave with an hour's work with nothing to show for it. No sale. No commission.
But, hopefully, a lesson learned.
No means no.
people really do have this much time for shit like this oh god
@@ilikegeorgiabutiveonlybeen6705 Thanks for nudging that back into my mind!
Was this boring?? YES!...SAY YES!!!!
always be closing!
Oh my God if people at Forbes and ink validate this guy he must be the shit
24:33 nice
Joe Girard
👍
So go for the people who will buy what your selling.. confusing
I do not like this guy, but you can tell he knows what he's talking about
Contrepreneur
Nice
Good start for American audience lol
59 minutes to tell me how to sell antyhing to anybody isn´t the smart way. keep it simple.
you have to create a feeling of neediness of the object you want to sell. this can be anything u can imagine.
It´s all about feelings.
Done
CryptoBRO BITCOIN Analysen lol wow you cracked the code and so easily wow teach me great master 😂
@@fudgebrownie289 suck it up brainlett
Nothing much, it happen so many times. Please walk me through your explanations. Then I will explain to you how i will talk to my customers about my products. If I am deciding to sell my products online first of all, I will open different app and attracted it to my customers. I have to write encouraging words on my page where my products Are.I need to grab the attention of the readers who are attracted to my writing or products I am advertising online. Then I have to called them in person on the phone and ask them what are they looking for in my business. Secondly I need to keep in touch with them once a while. If the person is out of my state after talking to them about my business or products I will tell them that I will make tripe to their State, and I will advice the person to gets one or two people that we can talk to in person during that tripe. May be one or two person would interested to my goods or products. I will take it their to start business with them or to start my team with them. I believe we need to get courage to talk to people is my basic idea i have and i have more to work on. Your explanation is really good for me in particular. I am learning so many things on line and you tube Thanks a lot sir.
The 'Yes' line huh? People have really forgotten this system already? Could have been more creative with the rebranding though. Whatever works though.
Are you reading your presentation from a monitor? Each Coach can be more credible speaking from a Heart or just from a white board writing things down. Steve Jobs don't believe in use of power point slides and be dependent on its content rather than the mastery of the topic. How many years of selling experience would the speaker have?