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Always use a script as a strategy but memorize it, or several, and free your conscious mind to read the other person. Transition into making your sales presentation, in which you move the prospect toward all three certainties and a close, using the looping technique.
Way Of The Wolf by Jordan Belfort | Goodreads Way Of The Wolf by Jordan Belfort | Goodreads
A great sales book by none other than the Wolf of Wall Street himself. I found the book extremely useful with sales techniques explained thoroughly. It’s a book I definitely will re read during my professional career.
Two types of certainty
Sounding unprepared or saying the wrong thing will ruin any chance of a sale; use a script to avoid such mistakes. Belfort argues that a good, well-practiced script can make a rookie salesperson sound like an expert, but that even the most experienced salespeople, himself included, should always use a script. When combined with the right tone and body language, a Straight Line script functions as a template for a perfect sale. h) Hypothetical, money aside- When the prospect agrees with you, try to ask this question: Does this idea make sense to you, or Do you like the idea?
The Way of the Wolf - Wikipedia The Way of the Wolf - Wikipedia
As critical as learning the Straight Line System is to increasing your sales success, there’s another necessary element as well: managing your mental state. To sell successfully, a salesperson needs to be in top form mentally, or in a confident, upbeat state of mind during every sales conversation. No one can be “on” all the time, so Belfort recommends two strategies to create a positive mental state at key moments in selling, such as when opening a sales conversation, presenting, or closing. The two strategies are: Despite the benefits, salespeople may be reluctant to use a script because they think they’ll sound unauthentic, like a bad telemarketer. However, Belfort notes that scripts, when well-written and delivered, can be memorable and convincing, as everyone knows who has seen a great movie or Netflix drama. Further, when it comes to selling, he says even an average script can greatly increase your closing rate—and you’ll continue to improve with practice. Elements of an Effective ScriptAgain, it doesn’t matter what line of work you’re in or if it’s business or personal. We’re always trying to convey our thoughts and ideas and hopes and dreams in a way that not only moves people to take action but that also gets us what we want in life too. Rule # 8; Make mental notes; don’t resolve their pain. You do not want to try to resolve their pain at this point. In fact, if anything, you want to amplify that pain. Now I’m not a reader, infact, I have probably finished 2 books in my life (because I was forced to in English haha) but this had me hooked from start to finish! We use this process at work in a simplified form. Amazing explanations and working examples and it can be applied to any sales situation! A must read
The Way Of The Wolf” by Jordan Belfort Summary of “The Way Of The Wolf” by Jordan Belfort
e. The fifth core element is the pain threshold. Pain is the most powerful motivator to close tough sales. Chapter 3 – The First Four SecondsI have mixed feelings about this book. On the one hand, the first story--Barrington Bunny--is truly touching. My first encounter with Barrington Bunny was hearing it aloud on Christmas Eve years ago, and it's a tear jerker. It's really the highlight of the book. Furthermore, Belfort introduces the concept of “The Three Keys to Sales Management.” He outlines the significance of creating a compelling vision, establishing a culture of accountability, and implementing efficient systems and processes. By focusing on these three areas, sales managers can optimize team performance and drive overall success. Body language is not all about our bodily movements. It is also about how we listen to other people.
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