The Way of the Wolf Jordan Belfort (When we develop intelligence from a…
The Way of the Wolf
Every sale is the same: the same three key elements still have to line up in any prospect's mind before you have a shot at closing them.
These are the three tens.
The three tens:
1- The product, idea, or concept.
2- You, trust and connect with you.
3- The prospect must trust and connect with the company.
Types of certainty:
Logical: based primarily on the words you say.
Emotional: based on a gut feeling that something must be good.(future pacing)
People don't buy on logic, they buy on emotion and then justify their decision with logic.
The job of salespeople is to turn objections into yeses.
Objections are merely smoke screens for uncertainty for one or all of the Three Tens.
The prospect's current state of certainty is current. A 5 in a scale 1 to 10 does not mean a 50% chance of closing the sale.
When we develop intelligence from a prospect we are:
First: identifying their needs.
Second: identifying any core belief they might have that could impact the sale.
Third: find out about past experiences with similar products.
Fourth: identify their values - what things are most important to them.
Fifth: financial standards.
Sixth: where their pain lies.
Seventh: how much money they have in the market.
Three basic tenets if the fist half of the Straight Line:
1- You must take immediate control of the sale.
2- You must engage in massive intelligence gathering, while you simultaneously build massive rapport with your prospect.
3- You must smoothly transition into a Straight Line presentation, so that you can begin the process of building absolute certainty for each of the three tens.
Together, the sum of all the prospect's beliefs creates a threshold of certainty that needs to be crossed for the sale to happen.
Fourth element of the Straight Lie: action threshold.
It is crucial to uncover what the prospect's pain is and where it comes from.
Your product can be positioned as a remedy for that pain.
The five core elements of the Straight Line System:
1- The prospect must love your product.
2- The prospect must trust and connect with you.
3- The prospect must trust and connect with your company.
4- Lower the action threshold.
5- Raise the pain threshold.
You must take immediate control of the sale.
A prospect's action threshold is malleable.
Act as you are a wealthy man, rich already, and you will become rich. Act as if you have unmatched confidence, and you will become confident. Act as if you had all the answers and the answers will come to you.
Looping is a simple yet highly effective objection-handling strategy that allows a salesperson to take each individual objection and use it as an opportunity to further increase a prospect's level of certainty, without breaking rapport, and then seamlessly transition into a close.
It takes 4 seconds to make an impression.
You want to be perceived as:
1- Sharp as a tack (learn everything you need to know, become an expert).
2- Enthusiastic as hell (believe in the value of your product).
3- An expert in your field (translate features into benefits and value, add value by offering a unique perspective).
It makes sense for them to dedicate time to you because:
1- Get to the point quickly.
2- Not waist the prospect's time.
3- Have a solution to their problems.
4- Be an asset to them over the long term.
The Straight Line System is as much about becoming an expert listener as an expert talker.
Unconscious communication: tonality and body language play major roles in how we get our points across - both while we are talking and as we are listening.
Body Language: 45%
Be conscious about applying the right tonality and body language to every word and every turn of phrase.
Unconscious mind: 200 million times more powerful than the conscious mind.
Conscious mind: focus on 3 to 4 percent of the surrounding environment.f
From the conscious mind's perspective snap judgments and instant decisions are based on gut feelings, and it will act in accordance with them until they are proven worng.
State management: ability to trigger a key emotional state within yourself.
Future pacing: running a imaginary movie through your mind where you get to see yourself in the future having already achieved a certain outcome.
State management: temporarily block out thoughts and emotions that might normally make you feel negative.
You must learn how to start triggering the key empowered states.
Linchpin states for achieving wealth and success: certainty, clarity, confidence, and courage
Anchoring: you want to use something that is going to hit your brain in an unforgettable way and literally shock your senses.
Five steps for NLP anchoring:
1- Choose a state. (absolute certainty)
2- Choose your focus. (create an internal picture)
3- Choose your physiology.(standing certain, holding your head certain, ...)
4- Intensify your state. (manipulate five senses to intensify the feeling)
5- Set your anchor. (link the intense state to a word of mantra)