How to sell a product - The most PURSUASIVE tactic you can use...

Summary

In this video, the speaker shares a personal experience of bombing a stage presentation, offering valuable lessons learned from the failure. They emphasize the importance of no half measures in business – either pitch fully or don’t pitch at all. The speaker also discusses the concept of goodwill, highlighting how consistently giving without immediate asks can build stronger relationships and lead to greater success. Ultimately, they stress the importance of being bold in asking for what you want, but only after giving value and building trust over time.

Takeaways

• 😀 No half measures: Either go all in or don't pitch at all. A half-hearted approach leads to failure.
• 😀 Preparation is key: When you commit to something, like a presentation, make sure to put in the work and prepare thoroughly.
• 😀 Emotional moments are learning opportunities: High-stress situations can lead to hyper-learning, where your brain processes lessons faster.
• 😀 Goodwill is powerful: Keep giving value to your audience without asking for anything in return, and you'll receive goodwill in return.
• 😀 Know when to ask: There’s a time to pitch, and it should be clear and firm—not a half-pitch or a half-hearted ask.
• 😀 People reciprocate: If you consistently give, your audience will want to reciprocate, leading to better business opportunities.
• 😀 Mistakes are valuable lessons: Even when things go wrong, like bombing a presentation, it's an opportunity to learn and grow.
• 😀 Don't downplay your offer: If you're going to pitch, make sure it's strong and clear. Don't minimize the value of your offer to avoid rejection.
• 😀 Trust the process: Giving without asking might feel slow, but eventually, it pays off in the form of more meaningful opportunities.
• 😀 Pitch with conviction: If you choose to pitch, do so with confidence and clarity—don’t hedge your bets with uncertainty.

Q & A

What is the main lesson the speaker learned from bombing their stage presentation?

The main lesson is the importance of avoiding 'half measures.' The speaker emphasizes that when pitching or presenting, one should either commit fully to selling or not sell at all, avoiding a half-hearted approach.

Why did the speaker feel humiliated during their presentation?

The speaker felt humiliated because the audience was much smaller than expected, the presentation didn't go well, and their product pitch was poorly received, leading to questions that made them feel frustrated and embarrassed.

How does the speaker describe the emotional state during a traumatic or humbling experience?

The speaker describes these moments as 'hyper-learning' opportunities, where extreme emotions trigger the brain to absorb lessons quickly. They suggest that these situations can be used as learning experiences to grow from the pain.

What is meant by 'no half measures' in the context of business and sales?

'No half measures' means fully committing to a goal or action, whether it’s pitching a product or making a business decision. The speaker advises against being indecisive or ambiguous, suggesting that half-hearted attempts are unlikely to succeed.

Why did the speaker's product pitch fail during the presentation?

The pitch failed because it was rushed and poorly delivered. The speaker tried to present it too quickly, without the necessary pre-frame or build-up, which resulted in a lack of engagement and trust from the audience.

What role does goodwill play in business according to the speaker?

The speaker highlights that goodwill is critical in business. By consistently providing value and showing patience, entrepreneurs can build trust with their audience, which eventually leads to greater opportunities and support without needing to ask for anything.

What does the speaker mean by 'give give give, then get'?

This concept refers to the idea of providing continuous value to others without immediately expecting something in return. Over time, people will feel compelled to reciprocate, and this reciprocity can lead to beneficial outcomes for the giver.

How did the speaker’s perspective on selling change after the failed pitch?

The speaker's perspective shifted to focusing more on building goodwill through giving value rather than constantly pitching. They learned that persistence in providing value eventually leads to better results than aggressive selling.

What advice does the speaker give regarding pitching or making an ask?

The speaker advises that if you decide to pitch or make an ask, do so with confidence and commitment. There should be no hesitation or watering down of the offer; it should be clear and assertive to have the desired impact.

What is the significance of the speaker's statement about 'asking hard'?

'Asking hard' means making a strong, decisive pitch or request when the time is right. It involves confidently making the ask without hesitation or second-guessing, in contrast to making a weak or diluted ask that doesn't convey full commitment.