How to Sell Anything by Tony Robbins *rare video

The Nugget

Effective persuasion involves establishing rapport and identifying the buyer's needs. Two key actions: create rapport by mirroring and understanding their needs, then anchor these needs to your product.

Make it stick

📌 Rapport first, product second: Ensure people feel "me too" instead of "so what".
🧠 Mirror and match: Match their body language, tone, and breathing to build connection.
👏 Identify needs: Ask questions to uncover what they truly want; tailor your pitch to these desires.
💬 Assume the sale: Create a sense of urgency and assume the sale once you’ve satisfied their needs.

Matching and Mirroring: Use body language, tone, and breathing patterns that match the other person’s to ensure they feel understood and connected.
Building a Connection: People need to feel a connection for effective persuasion, making them more likely to say "me too" rather than "so what".

Ask the Right Questions: Understand what is truly important to them. Questions like, "If you could change anything in your life right now, what would it be?" are crucial.
Find Their Pain Points: Listen to what bothers them or what they wish to improve, and use this information to tailor your pitch.

Anchor Emotional States: Use positive experiences and emotions to create a bridge to your product. Relate how your product or service can recreate these positive feelings.
Assume the Sale: Guide them towards a decision by assuming they will buy. This involves a confident pitch where you outline the steps for them to take.

Pre-empt Objections: Address common objections (time and money) upfront by empathizing and offering logical reasons to overcome these hurdles.
Use Personal Stories: Share personal experiences where overcoming similar objections led to positive outcomes.

Logical and Emotional Balance: Combine logic (price, value, practical information) with emotions (future state, satisfaction) to close the deal.
Commitment and Congruency: Continuously gauge their commitment throughout the conversation and maintain congruency in enthusiasm and belief in the product.

Momentum of Agreement: Keep the prospective client in a state of agreement, continually securing smaller ‘yeses’ to build towards the final ‘yes’ for the sale.
Personal Congruency: Your confidence in what you are selling should radiate and reflect in every aspect of your pitch.

"You want people here to say 'me too' not 'so what'."
"If you know that your congruency is that you don’t accept the word 'no', no just means that you haven’t gotten me in state yet."
"The key to sales is putting them in a state where they’ve bought before and then while they’re in that state, anchor it."
"People will tell you stuff they won’t tell anybody else when you have rapport."
"You’ve got to attack the principal, not the person, and sometimes confess that you’ve faced the same issue."

This summary contains AI-generated information and may have important inaccuracies or omissions.