1. Authoritative
Competency Definition
Jordon Belfort convinces the client that he is a force to be reckoned with – that he is an authority figure who exudes
AUTHORITATIVE confidence and is a highly competent and knowledgeable professional. He ensures that he appears as the expert in a
sales situation thereby quickly gaining the respect and trust from the prospect.
BEHAVIOURS OF JORDAN BELFORT OBSTACLES TO SALES SUCCESS
• Becomes an ‘expert’ in the product and can therefore easily translate features of the • Unable to answer challenging questions about own product or service, and
service or product into benefits and value demonstrates little understanding of the market, competitors, commercial
environment and personal agendas
• Offers a unique perspective during sales conversations - demonstrates extensive
knowledge and understanding of the market, industry, product, prospect and • Initiates a sales conversation by focusing on own history, past successes, current or
competitors, and is prepared for questions. Has developed a clear knowledge of the past customers, features and benefits of own product or service
prospect’s business objectives and personal agenda
• Always agrees with the prospect in an attempt to be likeable rather than sharing
• Gets to the point in the conversation where he stops gathering information and starts business insights and offering valuable advice
to appear the expert, i.e., re-framing intelligence, providing opinions and business
• Consistently ask the prospect for information through fact finding questions rather
advice
than offering own intelligence and insights
• Admits to things he is not so good at, i.e., shares what he does not do so well, which
• Backs away or apologises if the prospect does not immediately agree with own input
gives his products or service genuine expertise and credibility – thereby builds trust
or offers an alternate viewpoint - avoids conversations or discussions that make
• Creates an impression of ‘scarcity’ by offering to fit in prospect meetings efficiently expose a lack of knowledge
around other meetings, i.e., not making a special trip to see that client in isolation
• Uses data, examples or anecdotes that aren’t related to the client’s needs, position or
• Retains the best intelligence or strategies in a client meeting until the client’s level of industry – uses industry buzzwords interchangeably
certainty has been elevated to appropriate levels
• Demonstrates an arrogant, condescending or a ‘know it all’ attitude towards the
• Likes to be in charge, take the lead and control the flow of dialogue prospect
• Provides own opinions, answers, suggestions and ideas based on area of expertise - • Demonstrates hesitancy in answering questions and making decisions
assists the client in their issues and provides solutions
• Gives the impression that will go out of his way, travel anywhere, give up unlimited
time etc, in order to secure a meeting with a client
DRAFT v4 FOR DISCUSSION