How to Sell Anything to Anybody (Keynote Presentation)

This is a keynote presentation about how to sell anything to anybody.

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.

[adawhite]

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.

[LaraFrayre]

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!

[dianatower]

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!

[CathySirvatka]

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!

[rkshorter]

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.

[speakingeffortlessly]

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.

[MonoSubstance]

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!

[JarradMorrow]

So much value in this video. I appreciate you putting it up.

[sarahgoldsbury]

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.

[digitalcarnage]

This is GOLD! Learning how to sell better is one of the skills I plan to improve this year. Thanks Derek 👌

[nickification]

This video came to me as a blessing! Thank you Derek and April and whoever else. You The Man Derek!

[ddskimmer]

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!

[hoagbegnonkewanou]

That's a good presentation. Thank you Derek for sharing all this . That helps lot

[nikkil]

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. :)

[bar_fun]

This is straight up Jordan Belfort - Straight Line System . Love it!

[jbrisland]

This process shows just how universal the sales process is - good techniques can be used in any type of sales process.

[GingerVertican]

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!

[peternyiri]

This video is really unbelievable, thanks for sharing! I always had a big problem with selling anything...

[mehyaraboumatouk]

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.

[NatalieHjelsvold]

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.