Give me 23 minutes and Jordan Belfort will make you dangerously persuasive — Transcript

Full transcript

1. 0:00Out the ability to influence and persuade you can't you can't put yourself out there into the world
2. 0:06Great salespeople understand that it takes three four or five nos to actually get to the yes
3. 0:13Is every sale the same? Well only if you're in control
4. 0:17See once you take control of the encounter once you learn how you can now make every sale the same
5. 0:25What's up Believe Nation it's Evan my one word is believe and I believe in you
6. 0:32I believe you have an amazing gift inside you that I want to see exploded onto the world now
7. 0:37I started the Mentor Me series to try to hang around people who've done a lot more than us and hopefully by spending more time
8. 0:42With them some of their views their mindsets their beliefs their way of thinking
9. 0:46Seeps into us to help us become the best version of ourselves so today
10. 0:50We're gonna learn from one of the best Jordan Belfort the wolf of Wall Street and how to master the art of selling
11. 0:57Mentor me Jordan
12. 1:11Warren Buffett was doing the speech of Bill Gates about him 10 years ago, and he was asked by a college student
13. 1:18What can we do as students to make ourselves more valuable in the workplace?
14. 1:21So you think Warren Buffett would say learn how to pick stops learn our investments
15. 1:26You know whatever he would say right not what he says
16. 1:28He says go out and take a course in sales and communication
17. 1:31Yeah, he did Dale Carnegie change his life you go now. Yeah point because he took that
18. 1:35He says I took Dale Carney change without that you know he'd be without that course. Yeah, he'd be the richest
19. 1:41Money manager in Omaha, Nebraska that no one ever heard of yeah, and he met his wife that way the love of his life
20. 1:47Because without the ability to influence and persuade you can't you can't put yourself out there into the world and be known for what?
21. 1:54You really are what sales really is is the transfer of emotion
22. 2:01that's what's happening when you sell your transferring emotion and
23. 2:06The primary emotion that you're transferring is the emotion of certainty
24. 2:12in other words watch this
25. 2:15You as a salesman when you enter the encounter you have to be absolutely certain that your product is the best
26. 2:23Makes sense it's gonna give them the best benefits out there the best value proposition and so forth and you're in the state of
27. 2:30absolute certainty so imagine now
28. 2:33We have a continuum of certainty a line of certainty so we have this line of certainty and on one side of the equation
29. 2:40We have what's called a one and the other side we have a ten
30. 2:44so a ten
31. 2:46represents a state of absolute
32. 2:49certainty
33. 2:50Meaning your product is the best thing since sliced bread
34. 2:54It's gonna give them exactly what they want benefit wise. It's the best deal for the money
35. 2:59It's gonna make them feel the whole thing right it is just absolutely awesome
36. 3:02That's a ten on the certain scale
37. 3:05It is great the best thing since sliced bread and on the other end of the spectrum
38. 3:10You have what's called a one right which is it's the worst piece of shit in the world, right?
39. 3:16It's it's crap right your product is terrible. It's not gonna work
40. 3:21Okay, the benefits don't match up what they need it's overpriced
41. 3:24I didn't want to be near this piece of crap because I I'll just feel stupid even buying it or even thinking about buying it
42. 3:29That's a one right so here's the first thing you need to understand that the moment
43. 3:36You open up your mouth to speak as a salesman you start a sale the question is this
44. 3:43Where is the average prospect the person you're trying to sell to where are they on?
45. 3:50The certainty scale at the beginning anyone know where are they?
46. 3:55Who the knows?
47. 3:57you
48. 3:59Must be in this state of absolute certainty because what's happening is this
49. 4:05What you're doing when you're selling is
50. 4:07everything that you say
51. 4:10everything that you do
52. 4:11Every tonality use every gesture you make every document you hand them
53. 4:17Every phrase that comes out of your mouth are all designed to do one simple thing
54. 4:23To essentially raise the prospects level of certainty to as close to as ten as a possible
55. 4:30That's what you're doing
56. 4:33You're the words that you say the the presentation that you make the tonalities that you use
57. 4:40every any documents you in sales aids whatever it might be is all designed to take them from where they are on the certainty scale and
58. 4:49Move them to as close to where you are as possible essentially you're transferring
59. 4:54Your white-hot certainty to someone who's at a cooler level at a lower level of certainty
60. 4:59It's almost like this first law or something. It's actually the second law of thermodynamics in physics, right?
61. 5:05And you study physics energy always flows from hot to cold not the other way around
62. 5:11So you need to be this white-hot level of certainty
63. 5:14It's exuding out of you every pore that you have and we know what certainty feels like and sounds like
64. 5:19We intuitively know as salespeople and our prospects know as well
65. 5:23We know when someone sounds certain and they have confidence and they're enthusiastic
66. 5:27We know what that looks like feels like and sounds like just pretend this is like the water line in the ocean
67. 5:33Here's your water line the world's worst artist and when you're on the phone with a client running a straight line pattern
68. 5:40And he's saying no no no no no no no no no no no you're not like this
69. 5:46It's not going like that. What's happening is this this is oh, this is the water line here right water line
70. 5:54Okay, this is
71. 5:55Essentially success when he goes above the water line, and you see it. He says yes
72. 6:01When he's saying no he's below the water line. What's happening is this as you're going you're getting closer and
73. 6:08Closer and closer and closer and right so you don't see the result yet
74. 6:16The same way a guy who's working to build his business. He might not be making money yet, but he's making massive progress
75. 6:23below the water line and all of a sudden that last
76. 6:27pinch of certainty and
77. 6:30The guy says boom you're above the water the guy just said yes. No he didn't he was saying yes the whole time
78. 6:36He was getting close. Yes. Yes. Yes to certain parts of certainty
79. 6:40He just wasn't there on all three tens or he had a lowered his action threshold
80. 6:44So what happens is this if this is the three tens then lowering someone's action test threshold be what you'd be essentially lowering the water line
81. 6:52So you could actually increase his certainty or lower the water line and make it easier for the guy to say yes
82. 6:59But let me tell you something when you are running a straight line
83. 7:03That's let's say minute 1 and minute 60 and he closes here at mid 40
84. 7:09You don't think you're making progress between 1 and 40. You're making massive progress. It's just below the water line
85. 7:16this is why
86. 7:18Great salespeople understand that it takes three four or five nos to actually get to the yes
87. 7:26What no is it's almost a euphemism for saying what no means I am NOT
88. 7:33certain
89. 7:34That's all it means when someone says let me call you back. Let me think about it
90. 7:39I want to talk to my wife or just plain old no it just means I am NOT certain every
91. 7:46Sale is the same
92. 7:49They're like what every I got the looks right those crazy looks every sales not the same every I said guys
93. 7:54every sale is the same and
94. 7:57Then I said watch and his visual popped in my mind. It's a straight line and
95. 8:03For the very first time I drew this long thin line on the center of the board
96. 8:08It was leaving a longer boy two boys, right? I said, this is your opens. I said, this is your clothes
97. 8:13I said and every once in a while back when you were selling penny stocks you get one of these lay down clients
98. 8:21We could call them where everything that you say and everything that you do the clients like saying yes. Yes
99. 8:26Yes, yes from the very beginning all the way to the end when you ask for the order for the first and say yeah great
100. 8:32How do I pay right that perfect lay down sale now?
101. 8:37I'm sure we all get them every once in a while. We get one of those people who seems to be almost
102. 8:43Pre-sold before they even enter your funnel. That's almost so right
103. 8:46You're just saying they agree with you the whole time perfect lay down sale, but that is the exception to the rule
104. 8:51Most of the time so you want this so so those a straight line sale is the perfect lay down sale
105. 8:59Where everything that you say and everything that you do the client agree
106. 9:02They're on board the whole way through and when you ask for the order the first and they laugh at all your jokes the whole you
107. 9:07Get it a perfect sale. You asked me to say yes. Great. How do I pay?
108. 9:11That's a perfect straight line sale, but most the time that's not the way it goes
109. 9:15The typical client wants to go off the line. They have questions. They interrupt you the objections
110. 9:21So they try to take you off like talking about the price of tea in China, right?
111. 9:25You want to keep them on the line
112. 9:27So what we have is these healthy boundaries above and below the line when you're inside these boundaries
113. 9:34You are in control of the sale
114. 9:36These are the healthy boundaries above and below the line because even with myself very seldom
115. 9:42It's not that I have any more laid-down sales than anybody else. I have the same as anybody else
116. 9:46But I is these healthy bounds. I don't want to say I'm spiral out of control because you go off here
117. 9:53Outside the values off the frickin Pluto, right or your anus not a good place to be for most of us at least, right?
118. 9:59I don't judge. Okay Pluto or Uranus, right?
119. 10:03This is out of control where you ask someone a question
120. 10:08About your qualifying question
121. 10:10You're trying to gather intelligence, right and they might start as your question the right way
122. 10:13But next things only spiral off to talk about the price of tea in China
123. 10:16Okay
124. 10:17and most people
125. 10:18The problem that they have most sales is that when someone starts to spiral out and talk about nonsense
126. 10:24You'll jump right into their nightmare because you think the water's warm
127. 10:26Oh, let me get into report way just not and talk with them and that's not rapport
128. 10:30Because as soon as you do that they realize they're in control of the sale
129. 10:33They will assume control of the sale and once that happens
130. 10:36Nothing good happens besides the fact that you're branded as a novice not as an expert
131. 10:41I said guys, let me taste when you're calling rich people even poor people matter who you're calling. You got four seconds
132. 10:49That's all you have. You have four seconds to establish three crucial things or else you're done
133. 10:55You can't close anybody because they'll take control of the sale and once they take control of the sale
134. 11:01It's like you're almost like an outmatched boxer covering up from all the blows
135. 11:05Like imagine walking through the green with Mike Tyson, right?
136. 11:07And he's barraging you're just covering up because he's in control and you get knocked out eventually one
137. 11:12So that's what's happening to my guys. They're getting knocked out
138. 11:14They were losing control right out of the gate because they were not being perceived as these three things
139. 11:19Let me tell you exactly what they are number one in the first four seconds
140. 11:24You must be perceived as number one being sharp as a tack
141. 11:29That you're sharp and on the ball number two that you're enthusiastic as hell
142. 11:37Enthusiastic as hell enthusiasm must be good and
143. 11:40Number three and most important of all. I'm an expert in my field
144. 11:46You're an expert in your field. You got four seconds
145. 11:52To establish those three crucial things or you're done
146. 11:55because if you don't establish them see what they roll up to what they chunk up to is essentially that you're a
147. 12:02person worth listening to
148. 12:04You're worth listening to and
149. 12:07Even higher still because you could help them achieve their goals help them get what they want people don't listen to you get you what you want
150. 12:14They do it because I get what they want
151. 12:17Sharp as a tack
152. 12:19Enthusiastic meaning sharp on the ball, right?
153. 12:21Not a time waster to enthusiasm. So now I'm not saying some people will say oh, come on people
154. 12:27They see through that enthusiasm. No, they don't
155. 12:30I'm not talking about over the top. Oh my god, that's bullshit. I'm talking about bottled
156. 12:37Enthusiasm below the surface. It's it could be a whisper
157. 12:40It's a certain way of talking a certain way of carrying yourself where they could just tell that you are dead serious about what you have
158. 12:46Confidence, you know, it's a way of speaking. It's not yelling and it's not talking fast
159. 12:50I'm talking fast now because I have an hour right to get eight hours information
160. 12:53So I'm talking about if I was selling I'd be speaking slowly
161. 12:56succinctly and I'd have that bottled enthusiasm just below the surface in your gut
162. 13:01It's about to bubble over but it never bubbles over because you're in control because you're an expert and when you have that way of speaking
163. 13:09I'll explain how in a few minutes. It's infectious people want to hear more
164. 13:13They're intoxicated by it it transfers to someone else
165. 13:16It's an emotional feeling they get and of course an expert in your field number three. Well, listen, here's the bottom line
166. 13:23We have been conditioned since we're yay big to defer and respect
167. 13:30Experts and figures of authority, you know, don't fuck authority respect your elders, you know, you were trained as a kid
168. 13:36You went to the doctor, right?
169. 13:38The doctor asked you questions you didn't say well, how was your education?
170. 13:43You know, you didn't ask him questions back. You saw his diploma on the wall. He had a white coat
171. 13:48He had a stethoscope. He was a doctor your parents explained this man's gone through special education. He's an expert in his field
172. 13:53He's gonna heal you he get it
173. 13:55He's a specialist and you respected him and you didn't you answered his question fully and honestly
174. 14:01Now I'm sure you've all been probably later on in life when they tried to pull the old
175. 14:06Let me get the nurse's assistant to ask you the questions. You're like, yeah, you I'll answer when they're done
176. 14:09You'll answer them. Maybe even one word
177. 14:11You're not gonna even nearly as forthright with the practitioner as the doctor himself
178. 14:16Why because you've been conditioned and they buy like they might be just as competent if not more
179. 14:20And taking notes and doing a certain, you know that triage, but when that doctor walks in whoo, he's a doctor
180. 14:27That's an expert in his field. If you don't establish these three things, you're fighting a massive uphill battle
181. 14:35Because now they are in control of the encounter and good luck. See is every sale the same?
182. 14:40Well only if you're in control
183. 14:42See once you take control of the encounter once you learn how you can now make every sale the same
184. 14:51Bandler they did these experiments with people with matching and mirroring and
185. 14:56When you mirror somebody you get into massive rapport with them
186. 15:00The less offensive way is
187. 15:03Not to mirror but to match and that means don't they go sit down on it on a stool like this
188. 15:09Okay, and they you know cross their arms
189. 15:12You don't like as they're doing it cross their your arms
190. 15:15No, you wait a few seconds jiggle around then you cross your arms. Okay, if someone sit with their legs crossed
191. 15:21Okay, then you wait a few seconds and you cross your legs and you settle into the same posture that the other person is
192. 15:27This is usually hugely powerful for gaining rapport in person don't underestimate this it operates in a level
193. 15:35You can't quite grasp. It's an unconscious level
194. 15:39Look at the opposite is to understand
195. 15:41Let's say you walk in some place and someone's flailing their arms about and they're just out of like you're in a calm state
196. 15:46And they're in an opposite state. They're all agitated. How do you feel about that person?
197. 15:50Out of rapport, right? You're instantly, you know, you're you're standoffish, right?
198. 15:54You know, you're you're standoffish, right? Well, just imagine the opposite of that the polar opposite would be someone who moves just like you
199. 16:01someone who speaks just like you
200. 16:04someone who vibrates a
201. 16:06precise level and frequency that you do
202. 16:11that's what matching and mirroring is all about to get into them in their world to enter at the same level and
203. 16:20To slowly
204. 16:22Move that level up or down
205. 16:25Depending on what part of the presentation or closure at to create the appropriate emotion that allows them to make the right decision
206. 16:32Which is to buy your product
207. 16:34That's body language
208. 16:36angry pissed off negative
209. 16:40Unresourcable state you can't do anything. Well, you've got one of those days for instance where everything you're doing you're like
210. 16:45I can't believe I said that I can't believe I did that I'm such a fool, right?
211. 16:48We've all had that day
212. 16:50Next day similar situation. You're like, wow, you know, that was me. I did a really great job, right? You're perfect
213. 16:55So one day you're brilliant next day same situation. You're brutal. That's not talent. That's not ability
214. 17:01That's the state that you're in
215. 17:02So the key to success is not just a to have your vision but to be able to manage the way you feel in the moment
216. 17:09Now if you're a parent, what's the most resourceful state?
217. 17:12Patience if you're a businessman looking to make money on Wall Street
218. 17:16It's probably certainty
219. 17:18Yeah
220. 17:18Or courage because fear is the worst emotion of all for being a trader on Wall Street
221. 17:22So every business has different states that you need to master now in most businesses in matters of Walter Street
222. 17:29Three states that you need to master you have a trigger at a moment's notice and it's easy to do what you learn
223. 17:34How we just want to teach people okay?
224. 17:35And number one is certainty to be certain about what you're doing. The second one is clarity
225. 17:42To be clear. It's not to be overwhelmed which would the opposite will be overwhelmed and the third is courage is
226. 17:48To have a conviction to know that you might not be right all the time
227. 17:52But you're gonna not let fear stop you because if there's one distinction that between the wealthy people of the world and the poor people
228. 17:57The world is that wealthy people act in the face of fear while poor people run away from fear
229. 18:04Now I've got a special Jordan Belfort bonus sales tip for you
230. 18:08But before that the question of the day today is has this video motivated you to go out and want to sell more?
231. 18:15Give me a yes, or no leave it down in the comments below. Thank you guys so much for watching
232. 18:19I believe in you. I hope you continue to believe in yourself and whatever your one word is much love. I'll see you soon
233. 18:30You ended up at this firm
234. 18:33Um it was oak what was it?
235. 18:37Well, I still went to a firm called the Investor Center, which is a penny stock firm right and that was where I
236. 18:42You know it was really first night ever sold stock and I became the the top broker the first day
237. 18:48I just broke all the records really in the first day. You broke all right your first day. Yeah
238. 18:52Yeah, so you're a bore. Do you think you're a born salesman?
239. 18:54Yeah, for sure I am a little bit and there are people out there who are you know born closers born salesmen far between there are some
240. 19:01When that really means though, what does it mean to be a born salesman?
241. 19:04What it means is that you're actually running a strategy automatically inside. You're doing it
242. 19:10You're still following a script, but it comes natural automatically so you but you don't realize it
243. 19:14But you are following a certain protocol that gets you to the same outcome every time so that's really what a board closers so
244. 19:21For those people watching that are entrepreneurs want to learn sales
245. 19:25what did you do in that first day that you basically became a top salesman like
246. 19:29Was there we're gonna talk more about your whole sales straight-line formula, but
247. 19:34First day you didn't have time to implement a whole script
248. 19:37What do you do that most people don't do is it your tonality? That's one of things body language tonality
249. 19:43Taking people through features not just features, but benefits like what do you think you did that first day?
250. 19:49Well in fact I see one of the interesting things you've said you like you'd have time to put together a script in fact
251. 19:54Oh, you did oh, yeah, I'm day one. I took three hours to write one
252. 19:58See, I would never this is something interesting thing happened many years later
253. 20:01This is relevant is that when I was tested by some
254. 20:04Psychologists about my ability to close they put me through a whole battery of these weird tests and one of them was a mock sale
255. 20:11We're had to close someone in a investment type of situation. It was being filmed
256. 20:15Was it like sell me this pen?
257. 20:17They had to be a like sort of us some information on the dairy industry
258. 20:22And I have to then convince someone to open up an account at a firm to manage the money for the dairy industry, right?
259. 20:27Okay, so they had about 10 12 pages of information, right?
260. 20:30And they said take as much time as you want and you know to study said, let's see you close this guy, right?
261. 20:35So I start reading it. I'm reading it and I'm reading right I start writing down my thoughts about 30 minutes later
262. 20:41They knock on the door. I'm like, yeah said you need more time. Just give me another 30 minutes. I said, okay
263. 20:45No problem 30 minutes goes by they come back. I said just give me another 20 minutes. They said no problem
264. 20:51Take 20 more minutes. I said give me 15 more minutes, right?
265. 20:54Anyway, after about two hours
266. 20:55I said I'm ready and I had to wrote myself a really really not an exact script
267. 20:59But pretty close to a really killer script with sort of you know, how I would actually engineer the sale from start to finish any stocks
268. 21:05No, this is though. This is I'm talking now is recent many. Okay. I want to tell you this is right
269. 21:09It's relevant. Now. This is a 19. This is like I think a 2010 it this happened with psychologists being felt
270. 21:15Okay, this is the little guy who was an actor and he was supposed to be the CEO of a dairy company and I was supposed
271. 21:20To close him. So we go through this whole thing
272. 21:22I introduced myself and I we go through this back and forth back and forth and they're filming the whole thing and after about
273. 21:2715 minutes the guy just he's like
274. 21:29Okay, fine. I'll open up an account and he starts laughing his ass off. So I'm like, what's so funny?
275. 21:35Psychologists come in they say we told them under no circumstances
276. 21:39Should he say yes. Yeah, but in 15 minutes, he had no he said yes. I don't get it
277. 21:44He said I said well, you know when I got the guy into a situation didn't make sense to say no
278. 21:47He said well, here's the weird thing
279. 21:48We've tested a hundred other people in sales and no one ever spent more than five minutes reading the material
280. 21:55Huh, you spent two preparation
281. 21:57It's some simple fundamental teaching part of the straight line is about strategic preparation
282. 22:02Meaning that you don't you know, what was my overriding content is every sales the same, right?
283. 22:07Yes, and that would seem to be counterintuitive. Yes, because everyone has different needs different belief systems, right different outcomes
284. 22:14But the truth is that every sale is the same. Yes, and I'll explain that a little bit later on in the interview
285. 22:19But it starts with your ability to essentially make an airtight case to someone. Yes on both a logical and
286. 22:28Right. Yeah about you know, essentially why your right to want them to do whatever you want to do
287. 22:34Why does it make sense? Right? Yes, and it's got to be an airtight case
288. 22:37And then you have to be able to also accomplish other things as well
289. 22:39So there's two ways to go about that one is to wing it
290. 22:43Which you can might be able to do if you're really really great or you can write it down plan it out
291. 22:47I mean the second one is where you really start to bring your averages up tremendously
292. 22:51So I'm a big believer in strategic preparation raise your standard
293. 22:56Apple at the core its core value
294. 23:00Is that we believe that people with passion?
295. 23:05Can change the world?
296. 23:07Not one drop of my self-worth depends on your acceptance of me
297. 23:12I don't ever give up. I'd have to be
298. 23:15Dead or completely incapacitated. Hey believe nation if you want to see my all-time favorite top 10 rules of success
299. 23:21I have a very special secret video for you
300. 23:24These are the individual clips that I have personally learned the most from and apply to my life and my business
301. 23:30Check the link in the description for details