Hridoy Ahmed
on October 24, 2021 10 views
Way of the Wolf: Become a Master Closer with Straight Line Selling by Jordan Belfort 0:28 THE THREE TENS – you need all these to sell! 1 The product, idea, or concept 2 You, they trust and connect with you 3 The prospect must trust and connect with the company This is why it’s so much easier to sell to existing customers than to new ones, even if you don’t have a personal relationship with them. The fact that they have an existing relationship with your company means that the third Ten has already been established, leaving you with only the first and the second Tens to address. These ‘tens’ are ranges so you can move people up or down the scale, make sure to focus on persuading uncertain prospects. The prospect will they will always enter the encounter with a preconceived notion about you, about your product, and about the company you work for. Note people have two types of certainty- logical and emotional. Therefore it is essential to future pace someone to make them think of the good feelings they will have when purchase. People buy on emotion then make a logical case to justify it. Use persuasion to lower the threshold to action. 3:13 First four seconds of an encounter, if you want to be perceived in just the right way: 1 Sharp as a tack 2 Enthusiastic as hell 3 An expert in your field 3:46 NLP and olfactory anchoring. Step #1: Choose a state, for example the state of absolute certainty. Step #2: Set your anchor, you wait for a very specific moment, and then take out your BoomBoom, Unscrew the top, and follow the steps above, take a massive blast up each nostril and then ball your hands up into fists and dig your fingernails into your palms, and belt out the word “yes” in a powerful yet controlled manner. ten seconds later, with the scent of BoomBoom still lingering but the initial rush gone, repeat the process again. 6:08 In sales, this sifting process is referred to as “qualifying a prospect,” and the primary method by which a prospect gets qualified is by answering a series of questions that get posed to the prospect by the salesperson. All in all, it’s a cut-and-dried, no-frills process that’s utilitarian in nature and gets straight to the point. If upon answering your questions, it turns out that the prospect needs what you’re selling, and can afford to pay for it, then they are qualified. Rather than referring this to the word “qualifying” he suggest referring to it as “Straight Line prospecting”. The primary method by which we do our sifting is through gathering intelligence. 6:50 Types of buyer buyers: Best type ‘In heat’ they have a certain pain they’re looking to resolve; however, what separates them from the rest of the pack is that they’ve already made the decision to do something about it now. In other words, they’re done waiting; they’re ready to act. Second best group of buyers buyers in power who aren’t consciously feeling any major pain from their unfilled need, which causes them to lack the same level of urgency as buyers in heat. 7:39 Identify a time waster. Very important to be hypervigilant identifying these people and weeding out them out as quickly as possible. 8:38 Get a good script. Script should not be front-loaded. Front-loading is when you disclose all your major benefits right up front, which leaves you with nothing powerful to say to change your prospect’s mind when they hit you with the first objection. Focus on the benefits, not the features. The script must have stopping-off points. Write your script in the spoken word, not grammatically correct English. You want to be speaking in a casual manner, using layman’s terms, not in formal English or using overly technical lingo. In other words, when you read the script, the writing itself should sound totally natural. Of course, your script must flow perfectly. 10:40 Example introduction script. 12:22 Vary the quantity of potential sale with different closing attempts. 13:13 Prospects will put up objections, some that they don't care about, rather than spiral downwards by answering these one by one loop these back to the pitch. Answer the first directly but when they put up the second objection, you’re not going to just answer it and ask for the order again; instead, you’re going to loop back into the sale once more and move your prospect to an even higher level of certainty for each of the Three Tens, using the secondary language patterns that you created for this exact purpose. With these subsequent objections by looping these you do not want to use pain to disempower people; you want to empower people them by helping them make good buying decisions, so they can have the things that they truly need. 14:30 Straight line, loops and pain
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