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Sales lessons - Straight Line Persuasion (Jordan Belfort)

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The Straight Line Persuasion System was created by Jordan Belfort, also known as The Real Wolf of Wall Street.
You can get his book here: https://amzn.to/2YIwFg9
And his full Straight Line Persuasion System here: https://amzn.to/2YPrR99

Famous thanks to the Wolf of Wall Street movie where his life is told and extremely well played by Leonardo di Caprio.

This is his Sales System in these slides, the system which made him millions of $$$.

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Sales lessons - Straight Line Persuasion (Jordan Belfort)

  1. 1. The Straight Line Persuasion System by Jordan Belfort – The Real Wolf of Wall Street
  2. 2.  He worked as a stock broker but a financial crisis got him unemployed  He found a special stock broker job position, he sold penny stocks, valued less than 1$  He created his own penny stock brokers company and trained himself stock brokers working for him  Through him training and his sales people, he became rich  Through illegal activities he made millions $ per week  He stopped because of the FBI and started to train people in the world about his special training: the Straight Line Persuasion System  He got caught for illegal activities he was running in the past and was in prison after paying huge penalties to his victims  Now he keeps selling his system through conferences, seminars and through his products made of books, audio, videos… Who is Jordan Belfort ? I want to share with you his system detailed in this presentation BUY his book here
  3. 3. The Line: 1- A complex communication system 2- Make the prospect trust 4- Logical or Emotional case ? 5- The Fear of being rejected 6- The Power of Presupposition 7- Sales Objectives 8- Develop clients for life 9- The perfect transitions 10- Mastering the art of asking questions BONUS
  4. 4. “I need to think about it” “No” “Let me ask my wife” “Why would I buy this ?” “I don’t have time” “I do not need this” “I am not sure…” Every rejection is intended by the sales person The sale really starts from the first rejection GET the full straight line strategy here
  5. 5. DANGER ! The person (or even you!) is going away from the line. You need to put the conversation on the line again and control it. The script of the Line is crutial The person is talking about his/her son or cousin, or the new car… Or it can be you, going away from the center of the conversation (the sale)
  6. 6. A Complex Communication System
  7. 7. Verbal 7% Para verbal 38% Non- verbal 55% Words Gesture Body Position Voice Tone
  8. 8. Let them speak
  9. 9. Verbal Communication
  10. 10. Words are only 7% of the communication. And the interlocutor won’t remember everything. But still, choose carefully the words you are going to use.
  11. 11. An effective sentence to put at the end of your proposition:  “Sounds fair enough ?”  “You are going to be very very impressed”  “You will not be sorry” “Well”, “But”, “Now” Are words you can easily use to smoothen your sales conversation.
  12. 12. Never use “should” Only “Will” and “Must” Never use “I understand what you say” But “I hear what you say” Never use the expression “Money aside” Or any expression with this same meaning For example: “Stop talking about your money, my product/idea/project is great right ?” THIS IS BAD  it shows the weakness of the sales person
  13. 13. 2 ears – 1 mouth First hear a lot and understand. Then speak correctly and directly to the person’s need and wants.
  14. 14. Para Verbal Communication
  15. 15. Raise the voice up when introducing yourself, your product and your company, at the end of sentences. “Hello my name is Lucas, I am a telecommunication representative for the leader company in New York”
  16. 16. Talk fast (but clearly), the prospect does not want to lose time. Until you start giving details about the products, which help you to sell. Then here you can speak more slowly, smoothly. And insert a trustful ambiance. GET the full straight line strategy here
  17. 17. When you tell the reason of the call, the meeting, picking up someone in the streets… Drop your voice just like if you shared a secret. The person will focus on what you will say and trust your words. Example of sale from the movie with great intonation
  18. 18. Important Tonalities Important tonalities Scarcity/Secret Disarming Certainty “This is the best offer I have for you”, “Now, the reason I am here is to offer you…” To use with sentences when people cannot say no to you: “sounds fair enough?” for example You just have to close the deal just like it’s not a big deal
  19. 19. Never interrupt The person must know that you care about his/her life Use tonality for that
  20. 20. Develop a gesture that creates support for each tonality
  21. 21. Non-Verbal Communication
  22. 22. Use your body to help you having the best tonality when you speak. Hands, positions, movements… Gestures also follow the words. Use them according to the meaning of your sentences.
  23. 23. Imitate the position of the person you are talking with
  24. 24. Cannot tell all the good things about your products at the same time
  25. 25. Make The Prospect Trust
  26. 26. Sell the ProductSell Yourself Sell the Company Make the prospect trust in you by: - Introducing yourself - Knowing some things about him/her - Be smiley, enthusiastic, positive… Make the prospect trust in your product: - Its quality - its features - its values… Make the prospect trust in your company/business: - Its wins - Its losses - Staff - Its experience… Read the bookhttp://amzn.to/28Lzh6L
  27. 27. When to Use Logical and Emotional Case ? Identify emotional wants and physical needs of the person
  28. 28. We always hear people saying, when it comes to sales, that people buy because they are sensitive to two different cases: Logical Emotional But why choose ?
  29. 29. This is a wrong advice CHOOSE BOTH ! Every people have the two parts of the brain anyway: Emotional AND Logical Just use both of them correctly in your conversation
  30. 30. Average sucks GET the full straight line strategy here
  31. 31. The Fear of Being Rejected
  32. 32. anticipate objections Before you start to sell Before you even talk to the person
  33. 33. 1) What did I like / dislike about it ? 2) What would I change or improve with my current sources ? 3) What’s my biggest headache with … 4) What’s my ultimate objective? 5) What would be my ideal program? 6) Of all the factors, what’s the most important to me? 7) Have I asked about every detail that’s important to me? To increase your sales, ASK Yourself:
  34. 34. 3 ways of managing fear: Ignore it Understand and accept it Act in spite of it OR OR But take action !
  35. 35. Remember that: EVERY NO from the prospect IS EXPECTED
  36. 36. DO NOT show you are disappointed
  37. 37. when he/she says “NO”, or “let me think about it” THEN The sales begins AND
  38. 38. Whatever he/she says is always expected
  39. 39. The power of presupposition
  40. 40. “Once you make money with it…” “Once you start making money…”
  41. 41. How many close sales in the weekend 1) Write down the goal 2) Put a date on it 3) Identify the People/Groups to align with 4) Take a Massive Action 5) See what’s working/not working and change approach
  42. 42. Find the Qualified Clients Qualifier 1: The product is right for him Qualifier 2: He can afford it
  43. 43. Enthusiastic Sharp Force BE HAVE BE TO SUCCEED IN SALES … GET the full straight line strategy here
  44. 44. After the “NO” the sales begin
  45. 45. The Perfect Transition
  46. 46. Some Transitions: “Based on everything you just told me, this is the perfect fit for you.” “Just a couple of questions so I don’t waste your time.” “Just a couple of question so I can better serve you.”  Care, Trustworthy, Thanking With the right tonality Light and positive tonality Never say “is that OK?”  Lack of authority Conclude lightly with logical tonality
  47. 47. Mastering the art of asking questions
  48. 48. Find your client’s “WHY” Ask for permission to ask questions Write down perfect questions and memorize them Do not directly ask why
  49. 49. After: Asking your question Counter the person Propose something The first person who talk/answer loses YOU: You are not going to sell to that person HIM/HER: He/she is going to buy your product
  50. 50. Develop Clients for Life
  51. 51.  Remember their family: Find out who they are AFTER you closed them. They will know you are not interested in their private life just to sell them something.
  52. 52. Send them to your competitor ! Only if you can never get this client. Because next time he will come back to you, if he is not satisfied by your competitor. He will stay with you for life.
  53. 53. Write effective Thank You notes/mails: Get PERSONAL in the writing.
  54. 54. Use presents/gifts correctly: Find out what makes the client comfortable OUTSIDE the work
  55. 55. BONUS: Trigger Words Pattern language Looping Closing
  56. 56. Trigger words: 1) Virtually (hedge word)  Instead of “most” 2) Only (minimizer)  Using when giving numbers, objectives 3) Because (justifier)  “because” + a reason 4) Cash outlay / investment  The purchase is useful here, not a waste of (reframe) money 5) I would be glad to (reframe)  Better when you have the client already GET the full straight line strategy here
  57. 57. Pattern language for looping (Looping = start the step again after a rejection): 1) Does the idea make SENSE to you? 2) You see, the true beauty of the product/program/concept/strategy … 3) If I’d been your adviser … 4) As far as ‘my company’ goes … (also used for “from selling yourself to selling your company”) 5) What we can do for you besides this one (transition) 6) What’s the worse that can possibly happen ? (minimizer) 7) Start off small, and we can work bigger and better in the future 8) Please don’t misconstrue my enthusiasm for pressure 9) In real estate it’s location, location, location… In my business it’s “…, …, …” (Timing, strategy, product value, concept… It depends on your business) 10) Getting started is very simple; just a question of some basic information 11) It’s a cash outlay/investment of only … $ (never say “cost”)
  58. 58. Pattern language for closing a deal: 1) “If you do even half as well” (with an absolute “certainly” tone of voice) 2) “You are going to be very, very impressed” (“total sincerity” tone of voice) 3) “Sound fair enough?” (“reasonable man” tone of voice)
  59. 59.  Empathize  Watch the tonality  Always respect  Educate people (with respect)
  60. 60.  “Tell me you don’t have money, I will respect you”  “Tell me you do not like my product, I will respectfully give you arguments”  “Tell me you do not trust me, I will respectfully introduce myself until you trust me”  “Tell me you do not trust my company, I will tell you more” Jordan Belfort The Real Wolf of Wall Street
  61. 61. THANK YOU For any information and solutions for improving your sales online and offline results, get the books below to get ALL of Jordan Belfort’s tips, experiences and strategies. GET the full straight line strategy here BUY his book here

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