The 5 Steps of Selling Anything

The Playbook With David Meltzer

David Meltzer, Entrepreneur.com

Entrepreneurship, Business, Careers

4.6 • 1.9K Ratings

🗓️ 2 March 2022

⏱️ 11 minutes

🔗️ Recording | iTunes | RSS

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Summary

1. Stimulate Interest: Stimulate interest for availability first, meaning practice getting people to respond to your calls, texts, emails, and social media messages first. Then, focus on stimulating interest for your business or services. 2. Transition the Interest: Emotionally connect with who you’re targeting. Then, transition their interest through professional collateral and a clear explanation of true value. Use the 100/20 Rule: be able to articulate that your customers will receive $100 of value for every $20 they spend. 3. Share the Vision: Share the vision of true value. You want to demonstrate the value you’ll be providing in relation to the customer’s personal values, experiential values, giving and receiving values. Make them see the win-win situation in doing business together. 4. Manage and Develop the Vision: Manage and develop a vision by providing the value that you promised. Don’t oversell, rather help them manage and develop their expectations. 5. Thrive: When you’ve done all four previous steps correctly, consistently, and persistently, you thrive. Thrivation is, in essence, getting your customers or other people outside of your organization to sell your product or service for you. This means that you make a lot of money, help a lot of people, and have a lot of fun! Tweet me your takeaway from today’s episode @davidmeltzer Email Me! [email protected] Sign up for my Free Weekly Training https://free.dmeltzer.com/friday-training-1 Text Me! (949) 298-2905 Learn more about your ad choices. Visit podcastchoices.com/adchoices

Transcript

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0:00.0	They didn't pay their salespeople, what they do. They manage and develop the vision for me and
0:05.2	others so that you're bragging about what you have and telling them how it works specific to
0:10.6	the situation. Something a commercial can't do, an advertisement on their side of a building can't do.
0:17.7	This is the labor. The first step of selling is to stimulate interest.
0:23.6	To stimulate interest. The key to stimulating interest is different than most people think.
0:28.8	Most people think to stimulate interest, you have to have this emotional connection,
0:32.4	get people to trust and like you. Everybody has heard all this stuff about the first step of selling.
0:37.2	Trust and like, you know, compelling event. No, no. Stimulating interest is to get someone to call
0:43.9	you back, email you back, DM you back. Think about it. Over 80% and everybody knows my rule
0:50.7	about statistics. 99% of all statistics are made up, including this one. But to my best guess,
0:56.4	about that's my favorite statistic. That one I know is true. 99% of all statistics are made up.
1:03.6	But think about it mathematically. If stimulating interest to you is getting people to call you back,
1:10.4	email you back, and DM you back. 80% or more of the people never get back to you.
1:17.7	Think about the mathematical time and value advantage of getting people to get back to you and
1:22.9	tell you yes or no. Over your ability to trust and like. If I change those numbers around and out
1:31.4	of 100 people, you can get 20 and I can get 80 to get back to me. I have a huge mathematical
1:37.4	advantage. Huge. So start with stimulating interest, realize I have to only stimulate interest
1:44.7	to start to make sure someone gets back to me. Now, for the few people that get back to you automatically
1:51.7	are available right when you call them, for example. Then you have to be ready to transition
1:59.0	interest. So you stimulate interest to get someone's attention. Then the next step, the second
2:04.9	step of selling is to transition interest. And the way we transition interest is to ask open
2:10.4	any questions to find out two things. What do you like and what don't you like about this?
	...

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