Jordan Belfort Reveals How To Sell Anything To Anyone At Anytime - The Wolf Of Wall Street
Summary
TLDREl guión ofrece una visión profunda de cómo el mundo interior y el mundo exterior interactúan para el éxito en ventas. Se destaca la importancia de la gestión del estado emocional, que actúa como una llave para desbloquear el potencial en situaciones clave. Se discute la transferencia de emociones, particularmente la certeza, como un factor crítico en la venta efectiva. El sistema de línea recta se presenta como una herramienta para transferir esa certeza sin violar las reglas fundamentales de la comunicación humana. Además, se exploran las creencias limitantes y empoderadoras, y cómo reemplazarlas puede ser vital para el éxito. La visión integral y el enfoque en el futuro son claves para mantener una dirección y el impulso hacia delante. Finalmente, los estándares personales son esenciales para definir los niveles de logro y establecer límites intransigentes para lo que uno se merece y acepta en la vida y en el ámbito de las ventas.
Takeaways
- 🧘 **Gestión del estado**: La habilidad para manejar el estado emocional y la disposición física es crucial para el éxito en las ventas.
- 🔄 **Transferencia de emociones**: Las ventas a alto nivel implican la transferencia de emociones, principalmente la certeza sobre el valor y la solución que ofrece el producto.
- 🚫 **Límites de venta**: No se debe transferir certeza de una manera que genere desdén, idiotez o pérdida de respeto hacia el vendedor.
- 🛠️ **Sistema de línea recta**: Este sistema permite a las personas no nativas en ventas transferir certeza de manera efectiva, siempre y cuando el vendedor esté en un estado de certeza.
- 💡 **Creencias**: Reemplazar creencias limitantes con creencias empoderadoras es fundamental para el éxito.
- 🚀 **Visión integrada**: Es importante tener una visión a largo plazo para el futuro y entender las razones emocionales detrás de los objetivos.
- 🎯 **Metas y objetivos**: Las metas deben ser ambiciosas pero alcanzables, sirviendo como guía y no como un fin en sí mismas.
- 👀 **Enfoque**: Enfocar en la visión y la solución en lugar de en los problemas o temores.
- 📌 **Estándares**: Establecer y mantener altos estándares personales en todos los aspectos de la vida.
- 📈 **Evolución continua**: La visión a largo plazo debe ser un organismo vivo que crece y evoluciona con el tiempo.
- 🗣️ **Comunicación efectiva**: En las ventas, es esencial utilizar un lenguaje que no genere dudas en la mente del cliente y que se adapte a lo largo del proceso de venta.
Q & A
¿Qué se representa con el 'mundo interior' mencionado en el guión?
-El mundo interior representa todo lo que sucede en la mente de una persona antes de actuar en el mundo exterior. Incluye la mentalidad y la perspectiva que una persona tiene, que son fundamentales para el éxito.
¿Cuál es la importancia de la gestión del estado emocional en las ventas?
-La gestión del estado emocional es crucial porque permite o impide que las habilidades y el potencial de una persona fluyan hacia afuera. Cuando se está en un estado de empoderamiento, se abre la posibilidad de aprovechar al máximo las habilidades para cerrar ventas.
¿Por qué es la transferencia de emociones tan importante en las ventas?
-La transferencia de emociones es esencial en las ventas porque, a menudo, es la transferencia de la certeza y la confianza en el producto o solución que se ofrece. Esto permite al cliente sentir que lo que se les presenta es valioso y que cumple con sus necesidades.
¿Qué es el 'Straight Line System' y cómo ayuda en la transferencia de certeza?
-El 'Straight Line System' es una metodología desarrollada para enseñar a las personas a transferir la certeza de manera efectiva, sin violar reglas fundamentales de venta y comunicación. Permite a las personas mostrar su certeza en el producto y en sí mismas, facilitando así la conexión y el cierre de ventas.
¿Qué son las 'creencias' y cómo afectan el éxito en las ventas?
-Las creencias son las percepciones y convicciones personales que llevan a un comportamiento determinado. Las creencias empoderadoras llevan al éxito, mientras que las creencias limitantes pueden obstaculizar el progreso y el rendimiento en las ventas.
¿Cómo es importante tener una 'visión integrada' para el futuro?
-Una visión integrada para el futuro es importante porque proporciona una dirección clara y un propósito que guía las acciones y decisiones diarias. Ayuda a las personas a mantenerse enfocadas en lo que realmente quieren lograr y a conectar sus metas a largo plazo con sus objetivos inmediatos.
¿Por qué es mejor tener metas altas pero alcanzables en lugar de metas bajas que se cumplen con frecuencia?
-Es mejor tener metas altas porque, aunque no siempre se alcancen, el esfuerzo por alcanzarlas impulsa el crecimiento y el desarrollo personal. Por otro lado, las metas bajas pueden llevar a un estado de 'bienestar' que no motiva a mejorar o a cambiar, lo que impide alcanzar la grandeza.
¿Qué son los 'estándares' y cómo afectan a nuestro rendimiento en las ventas?
-Los estándares son los niveles mínimos a los que una persona se compromete a cumplir. En el contexto de las ventas, los estándares personales definen la calidad del servicio y los resultados que una persona está dispuesta a aceptar, lo que直接影响 la dedicación y la determinación para alcanzar o superar esos estándares.
¿Cómo se relaciona el 'Straight Line System' con el funcionamiento de un sistema de calefacción de hogar?
-El 'Straight Line System' se relaciona con un sistema de calefacción de hogar en la forma en que actúa como los tubos de un sistema HVAC, permitiendo que la 'calentadora' (la persona) transfiera su 'calor' (la certeza y confianza) a las 'habitaciones' (los clientes) de manera eficiente y sin pérdida de energía o esfuerzo.
¿Por qué es importante no tener un estado de incertidumbre y abrumación durante el proceso de ventas?
-Un estado de incertidumbre y abrumación puede bloquear la capacidad de una persona para aprovechar sus habilidades y conocimientos para cerrar una venta. Es crucial estar en un estado de empoderamiento para poder transmitir la certeza y confianza necesarias para convencer al cliente.
¿Cómo se puede mejorar la eficacia en las ventas si no se tiene un 'don natural' para transferir la certeza?
-La eficacia en las ventas se puede mejorar a través de la capacitación y el aprendizaje de técnicas y sistemas estructurados como el 'Straight Line System', que enseñan a las personas a transferir la certeza de manera efectiva, incluso si no la tienen naturalmente.
Outlines
💡 La Diferencia entre Mundo Interior y Mundo Externo
El primer párrafo explica la diferencia entre el mundo interior y el mundo exterior. El mundo interior se relaciona con el estado mental y la preparación emocional antes de actuar en el mundo real. Se destaca la importancia del manejo del estado emocional, que es fundamental para el éxito en ventas, ya que permite o bloquea el flujo de nuestras habilidades. Además, se menciona la transferencia de emoción en la venta, particularmente la certeza en el producto y la confianza del cliente en el vendedor y la empresa. El Straight Line System es presentado como una herramienta para transferir certeza de manera efectiva, sin violar reglas fundamentales de comunicación.
🚀 Pilares del Mundo Interior: Estado, Creencias y Visión
El segundo párrafo profundiza en los pilares del mundo interior que son clave para el éxito. Se discute la gestión del estado emocional, las creencias que impulsan o limitan el éxito, la importancia de tener una visión integrada para el futuro y el enfoque en esa visión. Se hace hincapié en la necesidad de reemplazar las creencias limitantes por creencias empoderadoras y en el peligro de establecer metas demasiado bajas, lo que lleva a la aceptación de un estado de 'bien' en lugar de buscar la grandeza. La visión se describe como un organismo vivo que evoluciona y se conecta con nuestras metas a corto, mediano y largo plazo.
🎯 Establecer Estándares y Enfocarse en la Visión
El tercer párrafo aborda el último pilar del mundo interior: los estándares personales. Se habla sobre la importancia de establecer un nivel de referencia para nuestras metas y expectativas, lo que nos permite saber cuándo nos encontramos por encima o por debajo de nuestro potencial. Además, se enfatiza la necesidad de enfocar la atención en la dirección que deseamos tomar en lugar de en nuestros miedos o problemas. Se menciona brevemente un evento llamado Super Selling Master Class, que se llevará a cabo el 11 de diciembre y se presenta como una oportunidad para mejorar en el proceso de ventas y superar dificultades comunes en el cierre de negocios.
Mindmap
Keywords
💡Mundo Interior
💡Mundo Exterior
💡Gestión del Estado
💡Transferencia de Emociones
💡Sistema de Línea Recta
💡Creencias
💡Visión Integrada
💡Metas
💡Enfoque
💡Estándares
💡Super Selling Master Class
Highlights
The concept of the inner world and outer world is introduced, representing the mental and real-world strategies for success.
State management is emphasized as the ability to control one's emotional and physiological state for effective action.
The importance of being in an empowered state to access and express one's full potential is discussed.
The transference of emotion, particularly certainty, is identified as a key element in successful sales.
The Straight Line System is introduced as a method for teaching the transfer of certainty in sales.
The metaphor of a furnace and ductwork is used to explain the Straight Line System's role in efficient certainty transfer.
Beliefs are categorized into empowering and limiting beliefs, with an emphasis on replacing the latter with the former for success.
The role of a compelling vision for the future and the 'why' behind goals is highlighted as crucial for motivation and direction.
The concept of setting lofty, achievable goals as a stretch to prevent complacency is introduced.
The idea that the enemy of great is 'good' is presented, encouraging the pursuit of excellence over adequacy.
Vision and focus are discussed as integral to aligning one's efforts with their long-term aspirations.
Standards are defined as the level one sets for themselves and what they will not settle for in life.
The impact of personal standards on comfort, effort, and achievement is explored.
A real-world application of the concepts is presented through an upcoming Super Selling Master Class.
The master class aims to help participants close more deals by understanding the sales process and avoiding common pitfalls.
The importance of personal branding and making one's abilities known to achieve success is emphasized.
An invitation to the Super Selling Master Class on December 11th is extended to the audience.
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
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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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