The Words Matter | Free Sales Training Program | Sales School

Summary

In this insightful talk, Jordan Belfort discusses the pivotal role of communication in sales, emphasizing that while 90% of communication occurs non-verbally through body language and tonality, the remaining 10%—the actual words spoken—holds critical importance. He challenges the conventional belief that words matter less, arguing that precise language is essential for creating a logical case and enabling future pacing, which helps prospects visualize using a product or service positively. Belfort draws on his experience with NLP training to highlight the necessity of effective communication strategies in successful sales.

Takeaways

• 😀 Communication is not just about words; body language and tonality are equally important.
• 😀 The common belief that 45% of communication comes from body language, 45% from tonality, and only 10% from words is often misunderstood.
• 😀 The 10% attributed to words is crucial; they need to be precise and impactful.
• 😀 Much of our communication occurs unconsciously, highlighting the significance of nonverbal cues.
• 😀 To connect with prospects, one must understand how body language and tonality influence perception.
• 😀 Sales effectiveness relies heavily on crafting language patterns that resonate with prospects.
• 😀 Future pacing involves helping prospects visualize using a product in the future to create emotional connections.
• 😀 If the words used in a sales pitch are not logical or compelling, the entire argument can fall apart.
• 😀 Words are essential for creating a narrative that allows prospects to experience benefits before actual purchase.
• 😀 A comprehensive understanding of communication strategies can enhance overall sales performance.

Q & A

What are the percentages of communication according to Jordan Belfort?

Jordan Belfort states that 45% of communication is body language, 45% is tonality, and only 10% is based on the actual words spoken.

Why was Belfort initially skeptical about the claim that only 10% of communication is words?

He found it hard to believe that only 10% of communication could be attributed to words, as he felt that the words spoken during a sales pitch are crucial and deserving of significant attention.

What does Belfort mean by 'unconscious communication'?

Unconscious communication refers to the non-verbal signals, such as body language, facial expressions, and tonality, that convey messages without the use of spoken words.

What is the significance of words in communication, according to Belfort?

Belfort emphasizes that while non-verbal cues dominate communication, the words used are critical for creating logical arguments and enabling prospects to visualize the benefits of a product or service.

How does Belfort suggest words can be used in sales?

He suggests that words can construct language patterns that help prospects see themselves using the product or service in the future and feeling good about it, thereby making it real in their minds.

What misconception about communication does Belfort highlight?

Belfort highlights that many training programs in NLP (Neuro-Linguistic Programming) misinterpret the significance of the 10% figure, often overlooking the importance of words in effective communication.

What did Belfort do to deepen his understanding of communication?

He underwent NLP training to better understand his own communication strategy before developing his sales methods.

Why does Belfort argue that words matter 100% during spoken communication?

He argues that during the times we choose to speak, the words must be precise and impactful; if they do not align logically, the message can fail to persuade the audience.

In what context does Belfort mention 'future pacing'?

Belfort discusses future pacing in relation to how language can be constructed to help prospects envision their future experiences with the product or service, enhancing the persuasive impact of the sales pitch.

What is the overall takeaway from Belfort's discussion on communication in sales?

The overall takeaway is that while non-verbal communication is essential, the words spoken play a crucial role in effectively conveying a message and influencing potential clients.