That’s what people buy. People don’t buy your product or service. They buy feelings, and they’re doing things for emotional reasons. All sales is is a transference of emotion. So there’s an emotion inside of that person that gets to: your words don’t even mature so much because of who you are. So who we are is predicated by our values and our emotions. That’s how people associate you. So I go in there in such a caring, loving, certain state, and people end up buying me. I would sell people who really didn’t know who Tony Robbins was, back then, now everybody knows who he is. But they didn’t by Tony, I knew they were buying me. Most people in their presentations would edify them self by edifying Tony. They’d be like: Oh, Tony’s worked with this President, or I’m the top trainer for Tony of I’ve done 3,000 presentations and they would edify them self. Which is good to do, and edify Tony. Which is good to do, but I wanted to shine a spotlight on the people and on their problems. So it became about creating an emotional response out of them in that moment and anchoring that to the event. To what I wanted them to do. People that are very good at sales and NLP, they got a sense of what I was doing on a technical aspect, but they also felt that I was doing it for the right reason. Motive matters.
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More clips from Episode 17 featuring Tony Robbins’ Top Field Sales Rep – Eli Wilde: