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.

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 $$$.

Don't hesitate to share, he could inspire people :)
  • 1. The Straight Line Persuasion Systemby Jordan Belfort – The Real Wolf of Wall StreetProposed by Lucas Lenoir – Digital Marketing Officer
  • 2.  He worked as a stock broker but a financial crisis made 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: theStraight Line Persuasion System He got caught for illegal activities he was running in the past and was in prison after paying hugepenalties 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 PowerPoint
  • 3. The Line:1- A complex communication system2- Make the prospect trust4- Logical or Emotional case ?5- The Fear of being rejected6- The Power of Presupposition7- Sales Objectives8- Develop clients for life9- The perfect transitions10- Mastering the art of asking questionsBONUS
  • 4. “I need tothink aboutit”“No”“Let me askmy wife”“Why wouldI buy this ?”“I don’thave time”“I do notneed this”“I am notsure…”Every rejection is intended by the sales personThe sale really starts from the first rejection
  • 5. The script of the Line is crutialDANGER !The person (or even you!) isgoing away from the line.You need to put the conversationon the line again and control it.The person is talking about his/herson or cousin, or the new car…Or it can be you, going away fromthe center of the conversation (thesale)
  • 6. A Complex Communication System
  • 7. 7%Verbal38%Paraverbal55%Non-verbalWordsPositionBodyGestureToneVoice
  • 8. Let them speak
  • 9. Verbal Communication
  • 10. Words are only 7%of thecommunication.And the interlocutorwon’t remembereverything.But still, choosecarefully the wordsyou are going to use.
  • 11. An effective sentence to put at theend of your proposition: “Sounds fair enough ?” “You are going to be veryvery impressed” “You will not be sorry”“Well”, “But”, “Now”Are words you can easily use tosmoothen your salesconversation.
  • 12. Never use “should”Only “Will” and “Must”Never use “I understand what yousay”But “I hear what you say”Never use the expression“Money aside”Or any expression with thissame meaningFor example:“Stop talking about yourmoney, myproduct/idea/project is greatright ?”THIS IS BAD  it shows theweakness of the sales person
  • 13. 2 ears – 1 mouthFirst hear a lot and understand.Then speak correctly and directly to the person’s needand wants.
  • 14. Para Verbal Communication
  • 15. Raise the voice up when introducing yourself, your product and your company, at the end of sentences.“Hello my name is Lucas, I work for the digital marketing agency OhYeah Communications in Vietnam”
  • 16. Talk fast (but clearly), the prospectdoes not want to lose time.Until you start giving details aboutthe products, which help you to sell.Then here you can speak moreslowly, smoothly.And insert a trustful ambiance.
  • 17. When you tell the reason ofthe call, the meeting, pickingup someone in the streets…Drop your voice just like ifyou shared a secret.The person will focus onwhat you will say and trustyour words.Example of sale from the movie with great intonation
  • 18. IImmppoortartnat Tnotn atloitnieas litiesScarcity/SecretCertaintyDisarming“This is the best offer I have for you”, “Now, the reason Iam here is to offer you…”You just have to close the deal just like it’s not a big dealTo use with sentences when people cannot say no to you:“sounds fair enough?” for example
  • 19. NeverinterruptThe personmust knowthat you careabout his/herlifeUse tonalityfor that
  • 20. Develop a gesture that creates support for each tonality
  • 21. Non-Verbal Communication
  • 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 ofyour sentences.
  • 23. Imitate the position of the person you are talking with
  • 24. Cannot tell all the good thingsabout your productsat the same time
  • 25. Make The Prospect Trust
  • 26. Sell Yourself Sell the Product Sell the CompanyMake the prospect trust inyou by:- Introducing yourself- Knowing some thingsabout him/her- Be smiley, enthusiastic,positive…Make the prospect trust inyour product:- Its quality- its features- its values…Make the prospect trust inyour company/business:- Its wins- Its losses- Staff- Its experience…
  • 27. When to Use Logical and Emotional Case ?Identify emotional wants and physical needs of the person
  • 28. We always hear people saying, when it comes to sales, thatpeople buy because they are sensitive to two different cases:Logical EmotionalBut why choose ?
  • 29. This is a wrong adviceCHOOSE BOTH !Every people have the two parts of the brain anyway:Emotional AND LogicalJust use both of them correctly in your conversation
  • 30. Average sucks
  • 31. The Fear of Being Rejected
  • 32. anticipate objectionsBefore you start to sellBefore you even talk to theperson
  • 33. 1) What did I like / dislike about it ?2) What would I change or improvewith my current sources ?3) What’s my biggest headache with…4) What’s my ultimate objective?5) What would be my idealprogram?6) Of all the factors, what’s themost important to me?7) Have I asked about every detailthat’s important to me?To increase yoursales, ASKYourself:
  • 34. 3 ways of managing fear:Ignore itAct in spite of itUnderstand and accept itORORBut take action !
  • 35. Remember that:EVERY NOfrom the prospectIS EXPECTED
  • 36. DO NOT show you are disappointed
  • 37. when he/she says“NO”, or “let methink about it”THENThe salesbeginsAND
  • 38. Whatever he/she says is always expected
  • 39. The power of presupposition
  • 40. “Once you make money with it…”“Once you start making money…”
  • 41. How many close sales in the weekend1) Write down the goal2) Put a date on it3) Identify the People/Groups to align with4) Take a Massive Action5) See what’s working/not working and change approach
  • 42. Find the Qualified ClientsQualifier 1: The product is right for himQualifier 2: He can afford it
  • 43. TO SUCCEED IN SALES …EnthusiasticSharpForceBEHAVEBE
  • 44. After the “NO” the sales begin
  • 45. The Perfect Transition
  • 46. Some Transitions:“Based on everything you just toldme, this is the perfect fit for you.”“Just a couple of questions so I don’twaste your time.”“Just a couple of question so I canbetter serve you.” Care, Trustworthy, ThankingWith the right tonalityConclude lightly withlogical tonalityLight and positivetonalityNever say “is that OK?” Lack of authority
  • 47. Mastering the artof asking questions
  • 48. Find your client’s “WHY”Write down perfect questions andmemorize themAsk for permission to ask questionsDo notdirectly askwhy
  • 49. After:Asking your questionCounter the personPropose somethingThe first person who talk/answerlosesYOU: You are not going to sell to that personHIM/HER: He/she is going to buy your product
  • 50. Develop Clients for Life
  • 51.  Remember their family:Find out who they are AFTER you closed them.They will know you are not interested in theirprivate life just to sell them something.
  • 52. Send them to your competitor !Only if you can never get this client. Because next time he will come back toyou, if he is not satisfied by your competitor. He will stay with you for life.
  • 53. Write effective Thank You notes/mails:Get PERSONAL in the writing.
  • 54. Use presents/gifts correctly:Find out what makes the client comfortableOUTSIDE the work
  • 55. BONUS: Trigger WordsPattern languageLoopingClosing
  • 56. Trigger words:1) Virtually (hedge word)  Instead of “most”2) Only (minimizer)  Using when giving numbers, objectives3) Because (justifier)  “because” + a reason4) Cash outlay / investment  The purchase is useful here, not a waste of(reframe) money5) I would be glad to (reframe)  Better when you have the client already
  • 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 future8) Please don’t misconstrue my enthusiasm for pressure9) 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 information11) It’s a cash outlay/investment of only … $ (never say “cost”)
  • 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 ofvoice)3) “Sound fair enough?” (“reasonable man” tone of voice)
  • 59.  Empathize Watch the tonality Always respect Educate people (with respect)
  • 60.  “Tell me you don’t have money, I will respectyou” “Tell me you do not like my product, I willrespectfully give you arguments” “Tell me you do not trust me, I will respectfullyintroduce myself until you trust me” “Tell me you do not trust my company, I will tellyou more”Jordan BelfortThe Real Wolf of Wall Street
  • 61. THANK YOUFor any information and solutions for improvingyour brand’s online performance, please contact:Mr. LUCAS LENOIR, Strategic PlannerEmail: lucas.lenoir69@gmail.comPhone: +84.988.113.612
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