Jordan Belfort Reveals How To Sell Anything To Anyone At Anytime - The Wolf Of Wall Street
Summary
TLDRIn this insightful video, Cody Askin discusses the critical components of success, emphasizing the importance of the 'inner world' and 'outer world'. He introduces the concept of state management as a key to unlock one's potential, followed by the significance of transferring certainty in sales. Askin also highlights the role of empowering beliefs, a clear vision, and maintaining high personal standards. The talk concludes with an invitation to a 'Super Selling Master Class' to further explore the sales process and strategies for closing more deals effectively.
Takeaways
- 🧠 Inner World: The script emphasizes the importance of the 'inner world', which includes mindset and state management, as a foundation for success.
- 🌐 Outer World: The 'outer world' refers to real-world strategies and actions that one must take to achieve their goals.
- 🔄 State Management: The ability to control one's emotional and physiological state is crucial for peak performance and effective selling.
- 🔑 Transference of Emotion: High-level selling is about transferring the emotion of certainty to the customer about the value of the product or service.
- 🔄 Straight Line System: A system invented to teach the transfer of certainty in sales without breaking the rules of human communication.
- 🚀 Empowering Beliefs: Success is linked to having empowering beliefs that replace limiting beliefs which can hold individuals back.
- 🎯 Vision and Goals: Having a clear, integrated vision for the future and setting goals that connect to this vision is essential for progress.
- 🔍 Focus: It's important to focus on the desired future rather than on fears or problems, which can hinder forward movement.
- 🏆 Standards: Setting and maintaining high personal standards is key to achieving and not settling for less than what one is capable of.
- 🗣️ Sales Mastery: The script mentions a 'Super Selling Master Class' indicating the importance of mastering the sales process and communication techniques.
- 🔗 Personal Branding: Lastly, the script touches on the importance of not just being good at what you do, but also making sure people know about it.
Q & A
What are the two worlds mentioned in the script and what do they represent?
-The two worlds mentioned are the 'inner world' and the 'outer world'. The inner world represents one's mindset and the mental processes that happen before taking action, while the outer world refers to the real-world strategies and actions one takes to achieve their goals.
What is state management and why is it important in the context of sales?
-State management is the ability to control one's emotional and physiological state to show up feeling positive, confident, and certain. It's crucial in sales because it allows the salesperson to access their skills and greatness when interacting with clients, which is essential for closing sales.
How does the speaker describe the process of selling at the highest level?
-The speaker describes selling at the highest level as the transference of emotion, primarily the emotion of certainty about the product or solution being offered.
What is the Straight Line System and how does it relate to the transference of certainty?
-The Straight Line System is a method invented by the speaker to teach people how to transfer certainty to others without breaking the fundamental rules of selling and human communication. It allows the salesperson to convey their certainty about the product or service effectively.
What is the significance of the 'furnace and ductwork' metaphor in explaining the Straight Line System?
-The 'furnace and ductwork' metaphor is used to illustrate how the Straight Line System functions. The furnace represents the salesperson's internal certainty, and the ductwork represents the system that allows this certainty to be transferred efficiently to the customer, without loss of energy or effectiveness.
What are empowering beliefs and how do they differ from limiting beliefs?
-Empowering beliefs are those that lead to success, such as believing in one's ability to sell effectively. Limiting beliefs, on the other hand, are beliefs that hinder success, such as thinking that selling is evil or that one is too old to succeed in sales.
Why is it important to have a fully integrated vision for the future according to the script?
-Having a fully integrated vision for the future is important because it provides a long-term perspective and motivation for what one wants to achieve. It helps in setting and pursuing goals that align with this vision and provides emotional connection and direction.
What is the speaker's view on setting goals and how does it relate to achieving greatness?
-The speaker believes that setting lofty, achievable goals is important for achieving greatness. He suggests that people often set their goals too low and hit them, which prevents them from striving for more and achieving higher levels of success.
What does the speaker mean by 'the enemy of great is good'?
-The phrase 'the enemy of great is good' means that being content with just being good at something can prevent a person from striving for greatness. There is no motivation to improve when one is satisfied with their current level of performance.
What is the role of 'focus' in achieving one's vision?
-Focus is crucial in achieving one's vision because it helps an individual concentrate on their goals and the future they desire, rather than getting distracted by fears or problems. It's about directing one's attention towards the solution and the forward movement.
What are 'standards' in the context of the inner game and why are they important?
-In the context of the inner game, 'standards' refer to the level or set point that an individual holds themselves to, representing what they must achieve and what they will not settle for less than. They are important because they define the minimum acceptable level of performance or achievement.
Outlines
🔑 Inner and Outer Worlds for Success
The speaker introduces the concept of the inner and outer worlds as key components for success. The inner world pertains to one's mindset and emotional state, which is crucial before taking action in the outer world. The outer world involves real-world strategies for achieving goals. The speaker emphasizes the importance of state management, which is the ability to control one's emotions and physiological responses to ensure an empowered state. This is vital for effective selling, where the transference of certainty is essential. The speaker also mentions the Straight Line System, a method for teaching the art of transferring certainty in sales without breaking fundamental rules of communication.
🚀 Empowering Beliefs and Vision Focus
The second paragraph delves into the significance of beliefs, distinguishing between empowering beliefs that lead to success and limiting beliefs that hinder progress. The speaker suggests identifying and replacing limiting beliefs with empowering ones to achieve a higher level of success. Additionally, the concept of vision is introduced, emphasizing the importance of having a clear and integrated vision for the future and understanding the 'why' behind one's goals. The speaker argues that goals should be connected to this vision and should be ambitious yet achievable, serving as a guide rather than an emotional attachment. The focus should be on the future vision and solutions rather than on problems and fears.
🏆 Setting Standards and Sales Mastery
In the final paragraph, the speaker discusses the importance of setting personal standards, which are the levels one holds oneself to and refuses to settle for less than. These standards are likened to set points in life that determine comfort and drive. The speaker then transitions to a promotional segment, inviting the audience to a 'Super Selling Master Class' on December 11th, where they will learn the sales process, how to transition through different stages of selling, and how to avoid creating doubt in the customer's mind. The goal of the master class is to help participants close more deals and improve their sales skills.
Mindmap
Keywords
💡Inner World
💡Outer World
💡State Management
💡Certainty
💡Straight Line System
💡Beliefs
💡Vision
💡Focus
💡Standards
💡Super Selling Master Class
Highlights
The concept of the inner world and outer world as key components for success and action.
State management as the ability to control one's emotional and physiological state for optimal performance.
The importance of being in an empowered state for accessing one's full potential in sales and other areas.
The transference of emotion in sales, particularly the emotion of certainty about the product and its value.
The Straight Line System as a method for teaching the transfer of certainty in sales.
The analogy of a home heating system to explain the Straight Line System's efficiency in transferring certainty.
The role of beliefs in success, with empowering beliefs leading to success and limiting beliefs hindering it.
The necessity of identifying and replacing limiting beliefs with empowering ones for personal development.
The significance of having a fully integrated vision for the future and understanding the 'why' behind one's goals.
The idea that goals should be connected to a long-term vision and serve as signposts for progress.
The concept that setting goals too low can lead to complacency and prevent achieving greatness.
The importance of vision focus and training oneself to concentrate on desired outcomes rather than fears.
The role of standards in setting one's level of performance and what one will not settle for.
The comparison of standards to a thermostat, indicating a set point for comfort and performance.
An invitation to a Super Selling Master Class on December 11th to learn advanced sales techniques.
A promise to address common sales struggles and provide solutions during the master class.
The emphasis on the importance of branding and distribution in addition to being a great coach or professional.
Transcripts
i have four boards up here we don't have
that much time today because i love to
talk by the way i talk all day
so on one side you have the inner world
which represents
all the things that happen up here
between your ears before you
ever go out into the world and take
action it's your mindset for success
and on the other side you have what's
called the
outer world which are the real world
strategies
that you employ that you utilize
to actually get what you want
you set yourself up here and execute
here one without the other
it is really hard to achieve at any
reasonable level the good news is is
that they're
really quantifiable and easy to learn i
call them
pillars or distinctions for each of
these worlds
there are four on the inner world one
two
three four i'm going to go through very
quickly here just to give you highlights
on this stuff
the first one i mentioned is called
state management the ability to manage
your emotional state
your physiological notions like to show
up in the moment feeling positive
certain confident clear
certainty confidence clarity courage the
foresees
for selling disempowered states
uncertainty overwhelm fear
if you you could be the greatest
salesperson
in the world but if you knock on
someone's door or you pick up that phone
and you
are in in that moment a state of
uncertainty and overwhelm
good luck trying to close the [ __ ]
sale
in that moment you might be the greatest
salesperson
in that moment you're blocked
from accessing the skills and the
greatness that you possess
state management's almost like a spigot
when it's
open when you're in an empowered state
or states
it opens up the spigot for all the
greatness in you to flow out
and when you're in disempowered states
the spigot is closed and you're still
great but it's locked
inside you can't express itself in the
real world
now when it comes to selling in
particular it gets even more complex
because at the highest level what sales
really is is the transference of emotion
and the primary emotion that you
transfer
is the emotion of certainty
certainty that the product that you're
offering the solution makes sense
it's got the best value proposition the
best cost
benefit ratio it's gonna fill their
needs resolve their pain eliminate
their worries very important insurance
so you have that component the actual
product itself
there's certainty they can trust you
that you're there with their best
interest at heart
not just a sleazy salesperson trying to
rim any policy down their throat to make
a buck
because let's face it if they think you
got the greatest policy in the world but
they don't trust you
will they buy from you no way if they
really love it they'll go find the same
policy buy from somewhere else
and thirdly the company that stands
behind the process actually to be there
for the long term as well you're
transferring certainty
i invented the straight line system as a
way for teaching
people who are not particularly blessed
with the ability to
transfer certainty like i have a natural
ability
and who any natural born who's a natural
born closer i'm sure there's some here
there's a bunch right natural born
closers
intuitively for whatever reason their
brain is wired in such a way
they intuitively know what to say how to
say it
when to say it to essentially transfer
certainty to another human being the
straight line system
allowed these young kids and since then
of the last 30 years
people all over the world to close
in that same way to transfer certainty
the straight line system allows you
to transfer certainty but what it
doesn't do
it doesn't create certainty
it transfers it certainties created by
you by showing up in a state of
absolute certainty and the straight line
allows you to transfer that certainty
without breaking fundamental rules of
selling
and human communication like i can't
transfer
certainty and make them hate me at the
same time
i can't transfer certainly in boarding
death or make them think i'm an idiot or
i'm a loser
or i can't transfer certainty in such a
long-winded way where they're just like
they
no there's rules i can't break rapport
there's all these rules of communication
the straight line allows you to transfer
certainly the best metaphor i've ever
come up with
it's the way a home heating system works
you have a nice big house in the
basement you have a furnace
then you have all the ductwork the hvac
system right
the hvac system allows the furnace
to transfer the heat it creates to
all the different rooms without it
dissipating the energy
each room gets heated in a very
efficient elegant way
without all the heat escaping into the
atmosphere
you could have the greatest ductwork the
greatest hvac
in the world beautiful pristine
but if the furnace is broken
guess what the house ain't going to be
heating up
you are the furnace the straight line
system is the duct work
the person you're trying to close is
represents all the different rooms of
the house
you have to show up in a state of
absolute certainty
that your product is the best that you
are the best and i think the best i mean
the most ethical the most knowledgeable
the best for them
a resource for them your company is the
best
and you use the straight line to
transfer the certainty
to size to the equation so state measure
is crucial the second
element here are called your beliefs
i'll go quickly here there are certain
beliefs that lead us to success
we call them empowering beliefs and
there's other beliefs that are very
disempowering call them
limiting beliefs limiting beliefs are
you know i think it's difficult to make
money
selling is evil okay i'm too old i'm too
young
i'm not meant for great there's all
these beliefs
i don't have time to go into the whole
belief things hopefully you guys have
done some work in self-development
you can i didn't invent this stuff right
it's out there but you have to root out
limiting beliefs
and replace them with empowering beliefs
and there's ways to do that
because here's the deal we're all held
down
by our lowest level limiting bleep it's
almost like
imagine a beautiful ferrari race car
right cherry red chassis beautiful sleek
body
500 horsepower engine or more 12
cylinders four valves per
capable of going 240 miles an hour but
if there's an governor on the engine
stopping the flow of gas
i don't care how fast the car could go
it's not going over 55.
what a limiting belief does it sits on
your life and stops you from
charging forward when you should and
causes you to pull back when you should
and we all have them if you don't think
you have one then guess what
you just found your first limiting
belief we all have some
you got to root them out right moving
forward quickly with how much time here
right
number three something i call vision
focus
to have what i call a fully integrated
vision for your future
meaning where do i see myself in five
years from now and
why does it matter to me your
why why do i want to get what i want to
get it's not just
money or why can't be money
i'll tell i'll save it for the end the
last thing i go i'm gonna go i'll circle
backwards i want to move forward and
circle back and close with your why and
then what we have all these
goals that we set that connect
us to our vision there's daily goals
weekly goals monthly goals
annual goals but our vision is long term
it endures
and it evolves and grows it's a living
breathing organism
people say i'm a goal or anything i'd
rather say crap i'm glad you said calls
i'd rather be vision oriented
because your vision is where your
emotion lies it's where you're connected
to you can't get overly emotional about
your goals
because when i set goals just so you
know i seldom hit my goals
you know why i set really lofty goals
the problem with most people in life
and why they don't really ever achieve
greatness is not because they set their
goals too high
and miss them it's cause they set their
goals too low
and hit them i'm dead serious guys
they set their goals too low and they
hit them
because the enemy of great is good
because when you're doing
okay you're good there's no pain there's
no impetus to change
the enemy of great is good i say to
people i want you to
raise your hand as pi raise your hand as
high as you possibly can do it now
raise your as high as you possibly can
and there's a little bit more
what the [ __ ] is that about like i said
it the first time as high as you can
and then i'm like oh oh oh oh oh you
really need it this time
and it's a little bit above so like when
i say stretch i'm not saying your goal
i want to be a bigger i'm going to
personally out do warren buffett's
entire company
that's my goal that's nonsense right
it's not achievable that's not a stretch
that's fiction it's fantasy and your
brain will call [ __ ]
has no power i want you to set a lofty
goal that's achievable but it's a
stretch
and you fall just short of it and that's
okay
because you're not emotionally attached
to the outcome your goal is meant
to serve as a guide for you to show you
whether you're heading generally in the
right direction or the wrong direction
there's signposts and your goals connect
up to this vision for your future
and the second part's called focus
vision focus and then training yourself
how to focus on where you want to go in
life versus
all the [ __ ] that you're afraid of
because what most people
do is they end up focusing where they
are
not wanting to go where they're afraid
they focus on their fears and their
problems and crashing right they it's
almost like living in the problem is the
typical saying
versus focusing forward on the solution
i have great stories i can tell you
we've got to move forward here it's an
important point i'll circle back to
vision at the end
and the last one here the last pillar of
this inner game
is called standards and it's the stand i
know my tearing is terrible
is the standard actually is the word
standard and the standard is what
is what that level it's your set point
it's what you
hold yourself to what you must achieve
and what you will not
settle for less than we have set points
for everything in life we have set
points for our weight we have set
points for our physical body we have set
points for our relationship with god
we have set points for relationship with
other human beings we have set points
for money
we have set points for giving and
significance we have set points for
everything
that's that level where you feel like
you burn that way you belong
when you are below that you have angst
you feel uncomfortable you work really
hard
when you hit it what do you do you're
like oh it's like a thermostat
that house with the furnace and the
ductwork it also has a thermostat that
says
here's where we belong
are you tired of missing deals do you
feel like you missed sales that you
should
be closing do you feel like leaving
money on the table every time you talk
to someone
my name is cody askins and i'm excited
on december 11th to spend the day with
you
and coach michael byrd on our super
selling master class
we're going to go through the sales
process how do you transition
from one part of the process to the next
when you get to the clothes what are the
words you shouldn't be using what are
the phrases you should be using
and how do you keep from creating doubt
in the customer's mind
if these are problems that you struggle
with we are going to make sure that you
never
struggle with them again super selling
master class december 11th coach bird
and i are going to walk through the cell
system the sales process
the cell cycle and how you close more
deals more often
every single time and i'm super excited
to spend time with you on december 11th
so make sure that we see you
on december 11.
hey if you enjoyed this i got another
one you're gonna love it's right there
click on it see in there so you brand
first
then you mark it then you distribute
and i didn't really understand this i
just thought if i became a great coach
people would just come running right
what if i told you it doesn't matter how
good you are if nobody knows it how many
of you think you're the best kept secret
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