Tipping The Scale | Free Sales Training Program | Sales School

Summary

In 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

00:00

💼 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.

05:00

🔍 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.

Keywords

💡Consolidated Cash Flow

A consolidated cash flow is a financial report that aggregates cash flow data from various sources within an organization. It is essential for understanding the overall liquidity and financial health of a business. In the video's context, it is used to describe the service provided by Cinder, which can synchronize payment details and generate a unified report for better financial management.

💡Synchronization

Synchronization refers to the process of aligning or coordinating different elements to work together harmoniously. In the script, it is used to describe how Cinder can integrate various payment details and transactions, including those in multiple currencies, to provide a seamless and automated cash flow report.

💡Bank Reconciliation

Bank reconciliation is the act of comparing a company's cash account records with the bank statement to ensure accuracy and identify any discrepancies. The video mentions that with Cinder's service, users can enjoy automated synchronization and bank reconciliation, simplifying the process and reducing the potential for errors.

💡Sales Information

Sales information encompasses data related to the sale of goods or services, including quantities sold, revenue generated, and customer details. The video emphasizes that Cinder provides detailed sales information, which is crucial for generating financial reports and understanding daily business performance.

💡Free Trial

A free trial is a period during which potential customers can use a product or service without cost to evaluate its suitability for their needs. The video script promotes a free trial of Cinder's service, offering a 20% discount on an annual subscription, which is a common marketing strategy to attract new users.

💡Preconceived Notions

Preconceived notions are pre-existing beliefs or opinions that individuals hold before encountering new information or experiences. In the video, these notions are discussed in the context of a sales encounter, where they influence a prospect's decision-making process, either positively or negatively.

💡Logical Reasons

Logical reasons are sound, rational arguments that support a particular decision or action. The script uses this term to describe the factors that encourage a prospect to consider making a purchase, such as the benefits and advantages of the product or service.

💡Emotional Reasons

Emotional reasons are the feelings and impulses that drive decisions, often independent of logical considerations. The video script mentions these as part of the sales process, where emotions can play a significant role in a customer's decision to buy.

💡Skepticism

Skepticism is a state of doubt or disbelief, often based on a lack of evidence or conviction. In the context of the video, skepticism represents the reasons and doubts a customer may have that counterbalance their reasons to buy, affecting the sales process.

💡Scales

In the video, 'scales' is used metaphorically to represent the balance of a prospect's mind, where logical and emotional reasons to buy or not buy are weighed against each other. The script describes how the sales process can tip this scale in favor of a purchase decision.

💡Straight Line

The 'straight line' in the video is a metaphorical concept representing the sales process from the initial encounter to the closing of a sale. It illustrates the journey of overcoming objections and building positive reasons to reach a point where the customer agrees to purchase.

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]

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