Tipping The Scale | Free Sales Training Program | Sales School
Summary
TLDRIn this sales-focused transcript, Jordan Belfort introduces Cinder, a financial tool that streamlines cash flow reporting by synchronizing payment details from various sources, including multiple currencies. He emphasizes the importance of addressing both logical and emotional reasons for a prospect to buy, using the 'scales' metaphor to illustrate the balance between reasons to buy and skepticism. Belfort suggests that sales progress is made by knocking out negatives and building positives, leading to a tipping point where the prospect agrees to purchase.
Takeaways
- 💼 Cinder offers a single solution for consolidated cash flow reporting from various sources, including different payment details and currency transactions.
- 🔄 By connecting to payment providers, Cinder provides automated synchronization and bank reconciliation with just a single click.
- 📊 With Cinder, users gain access to detailed sales information that aids in creating financial reports and getting a daily overview of business results.
- 🎁 A free trial is available for Cinder, along with a 20% discount on an annual subscription.
- 🌐 Visit cinder.com for the free trial and to learn more about the service.
- 🧐 The 'scales' metaphor is used to describe the balance of a prospect's preconceived notions, logical and emotional reasons to buy or not to buy.
- ⚖️ The fulcrum of the scale represents the balance point where the prospect's reasons to buy and not to buy are weighed against each other.
- 🤔 Prospects enter sales encounters with a mix of logical and emotional reasons that influence their decision-making process.
- 📉 The process of sales involves addressing and eliminating the negatives (skepticism and reasons not to buy) while building up the positives (logical and emotional reasons to buy).
- 📈 As the sales process progresses, the aim is to tip the scale in favor of the positives, leading to a 'yes' from the prospect.
- 🔑 The key to closing a sale is often the final piece of information or the last objection addressed that tips the balance and results in a sale.
- 🚀 Salespeople should understand that progress is being made even when prospects are raising objections, as this is part of the process of moving towards a sale.
Q & A
What is the primary purpose of the Cinder tool mentioned in the script?
-The primary purpose of the Cinder tool is to provide a consolidated cash flow report from different sources by synchronizing payment details, including inventory items, taxes, discounts, locations, and multiple currency transactions.
How does Cinder help with automated synchronization and bank reconciliation?
-Cinder helps with automated synchronization and bank reconciliation by connecting to your payment providers, allowing for the seamless integration and management of financial data.
What kind of discount is being offered for an annual subscription to Cinder?
-A 20% discount is being offered on an annual subscription to Cinder for those who start a free trial.
What does the term 'fulcrum' represent in the sales metaphor presented by Jordan Belfort?
-In the sales metaphor, the 'fulcrum' represents the central point of balance in a prospect's mind, where their preconceived notions, logical and emotional reasons to buy or not buy are weighed.
What are 'preconceived notions' in the context of the sales process described in the script?
-'Preconceived notions' refer to the initial beliefs or opinions a prospect has before entering a sales encounter, which can influence their decision-making process.
What are the 'logical reasons to buy now' in the sales process?
-The 'logical reasons to buy now' are the practical and rational considerations that a prospect goes through in their mind to justify making a purchase at the current time.
How does addressing skepticism play a role in the sales process as described in the script?
-Addressing skepticism is crucial in the sales process as it involves overcoming the prospect's logical and emotional reasons not to buy, which can tip the balance in favor of a purchase.
What is the 'straight line' in the sales metaphor and what does it represent?
-The 'straight line' in the sales metaphor represents the sales process from the initial encounter to the close of the sale, where the salesperson aims to eliminate objections and build up positive reasons to buy.
What does it mean to 'knock out negatives' in the context of the sales strategy described?
-To 'knock out negatives' means to address and neutralize the prospect's objections or reasons not to buy, thereby increasing the likelihood of a positive outcome in the sales process.
How does the concept of the 'scale' help in understanding the dynamics of a sales encounter?
-The concept of the 'scale' helps in understanding the dynamics of a sales encounter by illustrating the balance between the prospect's reasons to buy and reasons not to buy, and how the salesperson can influence this balance to achieve a sale.
What is the significance of the 'last thing' mentioned in the script that can tip the scale in favor of a sale?
-The 'last thing' mentioned signifies the potential impact of a final persuasive argument or the resolution of a remaining objection that can decisively sway the prospect's decision towards making a purchase.
Outlines
💼 Consolidated Cash Flow Management with Cinder
Jordan Belfort introduces 'Cinder', a financial tool that streamlines cash flow reporting by synchronizing payment details from various sources. It manages inventory items, taxes, discounts, locations, and even handles multiple currency transactions. Users can connect their payment providers to enjoy automated synchronization and bank reconciliation with just one click. Cinder also provides detailed sales information for daily business overviews. A free trial is available with a 20% discount on an annual subscription by visiting cinder.com. Additionally, Belfort discusses the concept of 'the scales' as a metaphor for the decision-making process in sales, where preconceived notions and logical or emotional reasons to buy or not buy are balanced until a tipping point is reached, leading to a sale.
🔍 The Sales Process: Overcoming Objections and Closing Deals
In this paragraph, Belfort elaborates on the sales process, describing it as moving a prospect down a 'straight line' from the initial encounter to the close of a sale. He explains that as salespeople address objections and build up positive reasons to purchase, they are progressively knocking out the negatives, which can be either logical or emotional. The process involves constant progress, even if it's not immediately apparent. Salespeople often feel dejected because they may not realize the progress being made while handling objections. However, by persistently building positives and removing doubts, the salesperson eventually tips the scales in their favor, leading to a successful sale.
Mindmap
Keywords
💡Consolidated Cash Flow
💡Synchronization
💡Bank Reconciliation
💡Sales Information
💡Free Trial
💡Preconceived Notions
💡Logical Reasons
💡Emotional Reasons
💡Skepticism
💡Scales
💡Straight Line
Highlights
Jordan Belfort introduces Sales School and Cinder, a solution for consolidated cash flow reporting.
Cinder can synchronize payment details including inventory, taxes, discounts, locations, and multiple currency transactions.
Users can connect their payment providers to Cinder for automated synchronization and bank reconciliation.
Cinder provides detailed sales information for financial reports and a daily overview of business results.
A 20% discount is offered on an annual subscription for starting a free trial with Cinder.
The website cinder.com offers a free trial for users interested in the sales solution.
Belfort uses the metaphor of 'the scales' to describe the balance between a prospect's reasons to buy and not to buy.
The fulcrum represents the balance point where preconceived notions of the prospect are assessed.
Prospects enter with logical and emotional reasons to buy now, which can be identified and reinforced.
Conversely, prospects also have skepticism with reasons not to buy, which need to be addressed.
The sales process involves knocking out negatives and building up positives to tip the scale in favor of a sale.
Salespeople should recognize they are making progress even when prospects are raising objections.
The 'straight line' sales approach involves moving prospects from openness to closure by addressing their concerns.
The process of building up positives and removing doubts can lead to a tipping point for a sale.
A single statement or removal of a negative can sometimes be the decisive factor in closing a sale.
Sales progress may not always be apparent, but it is crucial for building towards a successful sale.
Belfort emphasizes the importance of strategy and loops in the sales process to guide prospects towards a decision.
Transcripts
i'm jordan belfort and this is sales
school
so did you know you could use a single
solution to get a consolidated cash flow
report from different sources
cinder can synchronize all the necessary
payment details like inventory items
taxes discounts locations and including
multiple currency transactions just
connect your payment providers and enjoy
automated synchronization and bank
reconciliation
one simple click
with cinder you get also access to
detailed sales information for your
financial reports to have a daily
overview of your business results start
a free trial right now and get a 20
discount on an annual subscription
head over to cinder.com
which is spelled s
y n d e r dot com at cinder cinder.com
for your free trial right now
another metaphor
for taking someone down the straight
line you might have heard mentioned this
briefly i've never really dug into this
content before publicly right i call it
the scales
the idea that on on some level there's
like this scale
in a prospect's mind so watch so
if this is a scale those old-fashioned
scales right this is your called your
you know your bar your balance ball
right your bar right
and every sk sail has what scale has
called a fulcrum
and the focus is that point right here
in the middle right and the focus is
what's balancing either side right so
imagine when someone enters the
encounter right they typically enter an
encounter with preconceived notions
right they're not
absolutely certain they're not
absolutely uncertain it's somewhere in
the middle based on everything they've
seen
heard
you know experienced themselves or just
heard of the corner ear and their mommy
or that they come in with preconceived
notions so those preconceived notions
let's write that down here free
conceived notions
and i still have the worst handwriting
in the world even with certification
right
preconceived notions okay
so watch
those preconceived notions
manifest themselves in what's called
having logical reasons
to buy now
there's actual reasons that they run
through their minds logical reasons as
to why it makes sense to buy
now
and the operative word there is now
okay
so these plus pluses represent your
logical reasons to find out and also
there's always this emotional component
so you also have these
emotional reasons to buy now
and i'm just and by the way i'm just i'm
just stacking them up here i'm just
giving you a visual who knows how many
they really are it depends on the
situation and on the person but there
are these reasons to buy now right
and
conversely they also
enter the encounter having skepticism
this have reasons
not to buy now
and these could be logical reasons
and emotional reasons
right
and in the in the beginning
based on someone's preconceived notions
right these could be balanced somewhat
they could be slightly weighted towards
the positive
slightly way towards the negative but
all things be equal you know with a
really big scale if this slightly
outweighs this or this slightly it's not
enough to really tip it it might be like
it might go like this a little bit but
it's not going to
fall down and
so
what would be a hard yeah let's do it is
if this outweighed this and bam this
went down and fell like a seesaw this
went up right that would be someone say
yeah let's do it the same the scale
collapses yup let's do it right
conversely if someone has all these
reasons not to do it and very few too
that's like a hard no it boom it
collapses no not as
hot and it's basically just you know
they're not even in the game right
most of the time
what happens is you end up somewhere in
the middle
they have reasons they want to buy
reasons they don't want to buy there's
both sides of the equation right so
what's happening here
is now let's draw a little mini straight
line up here this is your open this is
your clothes right
as you move someone down the straight
line from the open to the close
everything you say everything you do
what you're really doing
is you're
knocking out negatives
knocking out negatives building up more
positives building up more powers with
each pattern you run everything you get
it you're constantly you know as you
move closer and closer you keep knocking
this stuff out until you knock enough of
it out and air enough positive bam the
scale falls and boom they say yes let's
do it
and interestingly enough
it could be
like this one last thing that you said
that gave the scale just enough weight
or one last negative you took out and
and it tips over and you got yourself a
close
progress
is being made
the whole way through
it's just not apparent and one of the
things that really you know it dejects
sales people
is they don't
realize
they're making prospect uh they're
making progress while that prospect is
hitting them with objections you are
you're making massive progress
it's just below the surface it's not
visible yet but when you're running this
strategy and you're running your loops
you're moving down the straight line
you're building up positives means
you're saying the reasons why they
should buy all the good things
removing seeds of doubt knocking out the
negatives right and eventually it's that
one thing bam
the scale drops and they bought
[Music]
you
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