To sell Body language and what works Sales funnel and ualification The conversations with the prospect Sales scripts and how they exponentially improve selling Art and science of looping ie handling objectionsRead the full review at my blog Digital Amrit After reading the Way of the Wolf by Jordan Belfort the book honestly pointed out things that I have never thought about before This book is nonfiction and teached you how to become a better salesperson through different tactics This book was able to grab my attention right from the start He started off with a warning of how this book will provide anyone reading with the ability to persuade most people He tells you not to take advantage of people because you will be able to After the warning he went into how he invented the straight line selling system This part was interesting based off of how he came up with the idea pretty much in the moment of talking to his struggling employees For the rest of the book he take you through every step it takes to become a iller salesperson He talks about body language conscious and unconscious mind how to make people think for you not against you This honestly helped me with my job in door Serving Up Secrecy (Ladies of Westside knocking since I have to persuade people everyday If I am unable to then I will make no money simple as that This book is worth picking up and reading it front to back Everyday we are trying to convince and persuade people and I promise this book will only help I agreed with everything that Jordan Belfort was saying he was only telling the truth about people and their motivesintentions What stood out to me the most with this book is actually how much it has helped me improve in sales At first I thought I would read the book and get nothing out of it But the book proved me wrong and helped in ways I would have never thought of From the title of the book it is uite clear this is a sales book so I m unsure why there are so many one star reviews expecting it was a seuel to The Wolf of Wall Street autobiographyFor someone who doesn t work in sales the book still had several useful elements and explained the importance of planning your script state management anchoring matching and mirroring predicting likely objectionseeping the conversation on track choice of words and the subtle use of tonality All would be useful in a project presentation or salary negotiation as some examples to benefit those of us who don t work in an obvious sales roleI plan to watch the video series as I think some of it will be clearer in the videos and I can easily take notes while I m watching on the areas that are relevant to my position A thorough description of the art of sales in descriptive hands on terms good for any level of salesperson Fantastic you don t even have to be in selling Great food for thought If you ve ever seen the incredibly stylish and debauched film The Wolf of Wall Street you might understand why a book written by Jordan Belfort seemed so appealing to me at firstWhile you can certainly uestion Belfort s sense of judgment morality and self control it s hard to deny that he is excellent at what he does professionally And this book is all about learning his methods for becoming a great salesperson through The Straight Line System He claims that this is the system he and his team at Stratton Oakmont used to skyrocket their company to success and that you can become a top notch salesperson by applying the same principles To be honest though I didn t fully buy it no pun intendedBelfort just came across too much like a salesman to me if that makes sense Well duh what else were you expecting Yeah I A Wartime Nurse know but it was to the point that it didn t seem genuine He s a big fan of exaggeration and hyperbole and making broad statements about the efficacy of his methods that seem way too good to be true It almost reminds me of the communication style of Donald Trump which is not a positive uality to me He ll say things like The Straight Line System can turn even the worst salesperson into a great one every time always and Using this method you can close ANYONE who is closeable That last part especially annoys me It feels like a cop out so that if the system doesn t work he can just shrug and say that the prospect must not have been closeable to begin withWell I ve made clear my feelings about the messenger what about the message I will give credit where it is due I actually think there are a lot of good points in this book The Straight Line System is a good framework for making sales It organizes important points and allows you to methodically yet naturally progress through the various stages of a sale There s nothing groundbreaking about it like Belforteeps claiming since a lot of it feels like common sense and an amalgamation of tried and true principles that he didn t invent but I did get value from it I would certainly recommend this book to aspiring salespeopleI couldn t tell you if this is the best book to teach you about sales I m not a salesperson nor do I ever plan to become one However I believe that almost every job has at least some aspect of selling involved and mine certainly does I picked up some useful tips and tricks from Mr Belfort even though I wasn t sold on his bravado okay that time the pun was intended Sorry not sorry 710 Every sale is the same JB 1 10 certainty10 Being 100% convinced this person product and company will make my life better and help me achieve my goalsavoid pain1 absolute crap5 Please influence me now I can t make up my mind so please help meStraight lineOPEN X X CLOSEIn control vs out of control 2 types of certainty Logical certainty Emotional certainty Future pacingYou are playing the post buying movie in the best possible fashion allowing the person to experience your products amazing benefits right now SpeakingWhen you re speaking its directed Its powerful Your words have meaning behind them and the meaning is to create massive certainty in the mind of your prospect as you move him down the straight line from the open to the close 1 The prospect must love your product 100 % certainty 2 The prospect must trust and connect with you100 % certainty 3 The prospect must trust and connect with your company 100 % certainty 4 Lower the action threshold5 Raise the pain threshold First four seconds establish that you are1 Sharp as a tack2 Enthusiastic as hell3 An expert in your field 90% of the time we are communicating without speaking Power whisper using scarcity Bottled enthusiasmBelow the surface and bubbles over as you speak with clarity and intensity State managementAn empowered state is the euivalent of the valve to your internal resources being fully open allowing you to access them at will p81Entering a state of enthusiasmpower at will charisma Olfactory anchoringUsing a powerful smell to create an anchor when in an empowered state Similar to NLP but doing it when already naturally in that state my comment definitely try this I ve done similar stuff Tonality and body languageEye contact 72%Open vs closedSmiling Listening intelligence Being in control Being an expert RapportCongruence 10 different tonalitiesBe an expert listenerAlways use a script as a strategy but memorize it or several and free your conscious mind to read the other personPlanning preparation55 absolute gol. Rse is formed of10 audio CDsBook10 Instructional DVDs andReinforcement flashcard.
Summary À PDF, eBook or Kindle ePUB ✓ Jordan Belfort
Pdf Books Way of the Wolf Become a Master Closer with Straight Line Selling – chernov–art.com
Some very useful tips and points But overall not a very well written bookI had my expectations set very high as this book came highly recommended I was left slightly unimpressed Written by the Wolf of Wall Street himself this book gives you an overview of the Sales Training System called the Straight Line Method which simplifies every sales conversation into a simple to follow framework There are some elements of the book that I just thought were overly specific to his personality eg he linked moving into a flow state what he calls a state of complete certainty by using a specific smell in a tube that he carried with him While definitely worth experimenting with I think very specific tactics like this will vary person to person With that said the framework of sales as I ll describe below made perfect sense to me the first time I read it and I m excited to begin testing it to see how it might workTHE FRAMEWORKA sale only happens when you ve accomplished 5 things with your buyer1 Certainty with your product or service2 Certainty and trust with the sales person3 Certainty and trust with the company selling the service4 A low pain threshold relative to the ability that your product has to remove the pain5 An action threshold that is surpassed based on the level of certainty of 123If you don t have a sufficient level certainty across all 3 that surpasses a prospects action threshold a sale will never happenIf someone has a low action threshold they only need to be an 810 on 1 2 or 3 to buy Someone who is very hard to sell to is one that has a very high action threshold and would need to be at a 95 10 for a sale to happenTo ensure the sale closes the pain the buyer is feeling must be above their current threshold to deal with that pain If they aren t suffering from sufficient pain there isn t a real benefit for them to change their state and buy your product to solve itYou can lower their action threshold by 1 increasing the pain of what they are suffering from in some way or 2 showing how the decision is reversible or won t have a life changing impact if wrong and therefore reducing the cost of making a bad decision in the buyers mindOn 123 you must ensure you get the prospect to a level of certainty on both a logical and emotional level HANDLING OBJECTIONSWhen an objection presents itself Belfort highlights that regardless of what the buyer is saying it can be boiled down to them not having a sufficient level of certainty on 1 2 or 3Either they don t trust that your product will solve their need they don t trust you or they don t trust your companyAnytime there s an objection instead of addressing it head on you instead need to deflect it using a turn of phrase like I understand what you re saying But let me ask you a uestion does the idea make sense Do you like the idea then go back into another few sentences of your presentation he calls these segments of a presentation loops with the objective of increasing the buyers level of certaintyYou must ensure you have certainty on 1 2 then 3 in order So you will continue loops until you feel like the prospect is at a 8 on product certainty logically first then emotionally second before moving on to sales loops on 2 then 3 ON SCRIPTSAs someone who s very against scripting this concept really stood out to me Whenever you watch a movie that motivates you inspires you elicits an emotional reaction of some sort those moments were created for you as the viewer with carefully crafted and rehearsed scripts As a sales person if you want to generate the same results in your buyers you need to perfect a script that you repeat every timeIf a script makes you feel wooden or stiff it just means you wrote a shitty script It should be written as if you re speaking not using perfect english The script should also focus on the tonality that you use The same words said with different tonality will come off different to the person you re speaking withScripts enable you to not worry about what to say and instead focus on how to say it and to actively listen to your buyerBUILDING A SCRIPT THE INTROOne of the most important elements of the script you write is the first 4 seconds You need to convey to the buyer that you are1 Sharp as a tack you must show you can make fast decisions and have a pace of delivery that signifies this intelligence 2 Enthusiastic as hell you must believe internal that you have something great to offer and talk accordingly3 An expert in your field this comes from translating features into benefits and simplifying industry terms that make the complex look simpleThe onus is on you to uickly close the gap between acting as if you are the expert and actually taking the time to rapidly learn and become an expertOverall you must come across as a person worth listening to1 Get to your points uickly2 Don t waste their time3 Have a solution4 Be an asset to them long termAfter this 4 second intro you then progress into intelligence gathering but before you do this you must ask permission to the prospect to o so You simply do this by saying something like Let me ask a couple of uick uestions so I don t waste your time Using the word so is an important thing called a justifier to ensure the buyer Split knows why you re asking them these uestions BUILDING A SCRIPT Gathering Intelligence Your uestions should be used to validate if you can actually help the buyer and that the buyer can afford the solution you are selling to themThe uestions you ask should be asked in a logical order in such a way that also moves from low invasive to high invasive uestions and each uestion should use the appropriate tonality so you ensure you build rapport with your buyer not destroy it Assuming the prospect is actually a buyer then you use a powerful transition such as Well based on everything you ve told me this is definitely something that will hep you and let me tell you why BUILDING A SCRIPT RAPPORT PREPARATIONBuilding rapport has nothing to do with small talk as that doesn t establish you as an expert You don t want to uash small talk Instead you let the buyer have their moment and bring them back to the straight line by saying something like That s really cool I nevernew about that Thank you for sharing that Now as far as your goal of If you feel like you are ever moving out of rapport with a buyer you need to stop your loop and move back into active listening using a tone of I care and want to learn and I feel your pain you always have to be building rapport throughout the prospectScripts ensure that rapport and charisma is baked into the words you re saying He cares about me he understands me he feels my pain are things people feel when they meet someone with a lot of charisma you can engineer this through a script Your script also ensures that you are prepared for anything that may come up in a sale You ve thought through and prepared a sales loop for any objection remember that s a smokescreen for not having a certain level of certainty on 1 2 3Overall you have 4 elements to your script Script to introduction Script with the main body of your presentation that ends with you asking for the order the first time Scripts with the rebuttals to main objections you expect to hear the generic response can be I hear what you re saying but let me ask you a uestion This 180 Page Action Book is designed to insure that you assimilate every ounce.
Oes the idea makes sense to you Do you like the idea Scripts to loop you from an objection rebuttal script that will allow you to loop back into the sale process to increase certaintyAfter every loop you say something like You follow me so far or Makes sense only until they say yes do you move on to the next loopsFor example 4 Second Intro upbeat and enthusiastic Link the call to how you met your prospect Justify why you re having the call Ask permission to enter the intelligence gathering phase ualify the prospect via intelligence gathering Assuming this is true powerful transition into your body of your sales script saying Based on what you told me I think This is a perfect fit for you Name of your Product Paragraph or two on ONE single benefit that fills a clients need Use Metaphors or examples here or try to link it to credible high profile customers that use your product or endorse it to increase certainty You follow me so far Paragraph or two on ANOTHER single benefit you follow me so far Paragraph or two on ANOTHER single benefit you follow me so far Transition to close create urgency if you can at minimum with your tonality by using a hushed tone As directly for the order If they object as most will Transition into a rebuttal script new loop by saying I hear what you re saying but let me ask you a uestion Does the idea makes sense to you Do you like the idea Depending on their response if they give you a very unenthusiastic response eg 1 or 2 on certainty you probably didn t ualify properly and should end the call If they are in the middle then you loop back into a sales script that left off after the last benefit you highlighted Reply in a tonality that matches theres and is slightly certain You will break rapport if you jump too many levels As you go through your new loop increase your certainty ever so slightly until half way through where you are speaking at peak confidence Repeat this seuence 3 or 4 times at most until They have total confidence in the product Then start looping on the trust level with you as the sales person These loops go into your background experience credentials If that s established then start looping on the trust of the company These loops go into company awards great customer service etc At any time if you get a sense they are now getting uncomfortable being rude laughing nervously after 3 or 4 loops the give them space and ask permission to reengage at a later date If you progress through all 3 levels ask for the order If that fails amplify pain or lower their action threshold You can do this by asking for a smaller order via a step down like I m obviously not getting rich here but this will serve as a benchmark for future business Other ways include money back guarantees cooling off period paint a picture by saying I ll hold your hand the entire way to reduce negative fears or use a 4th very powerful language pattern such as a phrase like Let me ask you an honest uestion what s the worst that can happen here Let s say this fails you loose XXXX is that going to bankrupt you No definitely not And if it works well it won t make you incredibly profitable either will it No definitely not This won t When Stories Clash kill you and won t make you wildly successful but it will serve as a benchmark for future business Follow this with a step down sale of a smaller amount If this doesn t work you then must start recalling in a sympathetic tone the pain points they highlighted to you at the start of your intelligence gathering Eg Inow you said before that you re worried about XYZ given how things are going where do you see the business a year from now If it still doesn t work say something like Please don t misconstrue my enthusiasm for pressure I just Sword of Honour Second To None know this will help you Let me do this I ll send you some info and let you sit with it Let s chat again next week Let them cool off and repeat this againBUILDING A SCRIPT OBJECTIONSYou must structure your script so that not all your benefits come out at the start as you need to save those benefits for subseuent loops that you use to increase the certainty within your buyer You should have loops that reinforce certainty in 1 2 and 3Be mindful of energy in benefits out as you get to the close Whenever a prospect gives you buying signals such as so how much will this cost me you shouldn t just reply with 3000 but instead great uestion the cash outlay is 3000 and for that you get Benefit 1 Benefit 2 Benefit 3 the next steps to get you setup are super simple so believe me if you do half as well as my other clients then the only problem you ll have is that I didn t call you six months earlier and you started then Sound fair enough Notes On calls it s important to monitor how many calls it takes for a prospect to buy When a prospect exceeds a certain number of days between calls or a certain number of calls above and beyond your maximum you should consider it a dead prospect and recycle it for someone else to reengage in 3 months Once a deal is closed you still need to work on maintaining or improving certainty within your prospect through case studies dinners emails etc Good uestions to ask What do you lie or dislike about your current supplier What is your biggest headache with your business What would be your ideal program if you could design it Of all the factors that we just spoke about what is the most important to you Have I asked about everything that s important to you Interesting ideas Straightforward writing This book is loaded with great tips and tricks about the human psyche and how to sell effectively Learning sales skills is important in any type of business today so why not learn from the bestWritten in easy conversational language any one can pick up this book and start to improve themselves A great addition to your marketing lessons and self improvement skills This is one you will recommend to others as well as read over and over yourself Read the full review at my blog Digital AmritI m the Wolf of Wall Street Remember me The one who Leonardo DiCaprio played on the silver screen the one who took thousands of youngids who could barely walk and chew gum at the same time and turned them into world class closers using a seemingly magical sales training system called the Straight Line The one who tortured all those panic stricken New Zealanders at the end of the movie because they couldn t sell me a pen the right way You rememberWhat is the book aboutWay of the Wolf Become a Master Closer with Straight Line Selling is written by Jordan Belfort the Wolf of Wall StreetJordan Belfort explains his Straight Line Selling system in this book This is the system that he used when he was making millions at Wall Street And this is the same system that he is teaching at seminars after his conviction and parole His explanation is clear for the most part As a result I found this book to be incredibly informative and insightful about the sales processWhat does this book coverWay of the Wolf has twelve chaptersJordan Belfort talks about the genesis of his Straight Line System in the first two chapters He then gets into the specifics over the next ten chapters Some of these specifics are The importance of the first impression and how to make it count The importance of self belief Getting into the groove where you are ready. Of nowledge in the Straight Line Persuasion course AND take effective actionCou.