Top Sales Techniques That Will Make You Super RICH! | Jordan Belfort

Summary

In this motivational sales video, Jordan Belfort, known as the 'Wolf of Wall Street,' imparts his wisdom on mastering the art of selling. He emphasizes the importance of transferring certainty and emotion to the customer, establishing oneself as an expert, and the significance of controlling the sales encounter. Belfort shares insights on the psychology of sales, including the concept of a 'straight-line' approach to consistently close deals, and the necessity of matching and mirroring to build rapport. His message is geared towards inspiring salespeople to believe in their abilities and to refine their skills to achieve success.

Takeaways

• 😀 Great salespeople understand that persistence is key, often requiring multiple 'no's before a 'yes' is achieved.
• 🎯 Taking control of the sales encounter is crucial; it allows for a more consistent and predictable sales process.
• 🌟 Believing in one's own abilities and products is essential to convey certainty and enthusiasm to potential customers.
• 📈 Learning from successful individuals can influence and improve one's mindset, beliefs, and thinking patterns.
• 💡 Sales is fundamentally about the transfer of emotion, particularly the emotion of certainty about the value of the product being sold.
• 📉 The 'certainty scale' is a concept where a salesperson must shift the prospect's perception from uncertainty (a 1) to absolute certainty (a 10) about the product.
• 🔑 The initial interaction in a sale sets the tone, with the first few seconds critical for establishing sharpness, enthusiasm, and expertise.
• 🔄 Mirroring or matching a prospect's body language and tone can create rapport and trust, which are important for a successful sale.
• 🚫 Recognizing and managing objections effectively by keeping the conversation within 'healthy boundaries' ensures control of the sale.
• 💬 The importance of tonality, body language, and presenting benefits over features in the sales pitch was highlighted as a key to success.
• 🛡 Strategic preparation is vital for creating an airtight case to persuade prospects logically and emotionally.

Q & A

What is the key emotion that a salesperson should transfer to their prospects according to Jordan Belfort?

The key emotion a salesperson should transfer is certainty, which means being absolutely certain that the product being sold is the best and offers the most value.

What does Belfort suggest is the primary reason for Warren Buffett's success in sales?

Belfort suggests that Warren Buffett's success in sales can be attributed to his ability to influence and persuade, which he honed through taking Dale Carnegie's course.

What is the concept of the 'straight-line' in sales as described by Jordan Belfort?

The 'straight-line' in sales refers to a strategy where a salesperson guides the prospect from a state of uncertainty to a state of absolute certainty about the product, ultimately leading to a sale.

How does Belfort define the term 'certainty scale' in the context of sales?

The 'certainty scale' is a continuum that represents the level of certainty a prospect has about the product. It ranges from 'A1', indicating the worst possible opinion of the product, to 'A10', representing absolute certainty that the product is the best choice.

What is the significance of the 'water line' analogy used by Belfort in explaining the sales process?

The 'water line' analogy is used to illustrate the progress of a sales pitch. Being 'above the water line' signifies success (getting a 'yes'), while being 'below the water line' means the salesperson is still working towards overcoming objections and building certainty in the prospect's mind.

According to the transcript, what are the three crucial things a salesperson must establish within the first four seconds of a sales call?

The three crucial things are: being perceived as sharp and on the ball, showing genuine enthusiasm, and demonstrating expertise in the field.

What is the importance of matching and mirroring in building rapport with a prospect during a sales interaction?

Matching and mirroring are important as they help establish a subconscious connection with the prospect, making them feel more comfortable and understood, which can facilitate a more successful sales interaction.

What does Belfort mean by 'born closers' in the context of sales?

By 'born closers', Belfort refers to individuals who naturally follow effective sales strategies and are able to close deals successfully without having to consciously think about the steps involved.

How did Belfort prepare for his first day as a salesman, and what was the outcome?

Belfort spent three hours writing a script for his sales pitch on his first day. This strategic preparation led to him becoming the top broker on his first day, breaking all records.

What is the difference between 'winging it' and 'strategic preparation' in sales according to Belfort?

Winging it refers to selling without a clear plan or script, relying on natural talent or improvisation. Strategic preparation, on the other hand, involves carefully planning and scripting the sales pitch to systematically guide the prospect towards a purchase decision.

What are the three states that Belfort suggests are crucial for success in business and wealth accumulation?

The three states are certainty (being sure of one's actions), clarity (not being overwhelmed), and courage (acting in the face of fear).

Outlines

00:00

🚀 The Art of Selling with Certainty

The first paragraph introduces the concept of selling with certainty and the importance of influence and persuasion in sales. It emphasizes that great salespeople understand the process of receiving multiple 'no's before a 'yes' and the idea that taking control of the encounter can make every sale the same. The speaker, Jordan Belfort, shares his belief in the potential of the audience and encourages them to learn from successful individuals like Warren Buffett and Bill Gates. The paragraph also touches on the idea that sales are about transferring emotion, specifically certainty, to the customer.

05:01

🌊 The Sales Continuum and Emotional Transfer

This paragraph delves into the metaphor of a 'certainty continuum', comparing it to a water line, where salespeople need to raise the prospect's level of certainty towards their product or service. It explains that the average prospect starts with a low level of certainty, and it's the salesperson's job to transfer their own high level of certainty to the prospect. The paragraph also discusses the importance of maintaining control during the sales process and the concept of 'straight-line' selling, where the salesperson keeps the interaction focused and on track.

10:02

🕒 Establishing Expertise in the First Four Seconds

The third paragraph focuses on the critical first four seconds of a sales interaction, where a salesperson must establish three crucial elements: sharpness, enthusiasm, and expertise. It discusses the importance of making a strong initial impression to avoid losing control of the sale. The speaker shares insights on how to be perceived as an expert and the psychological conditioning people have towards respecting authority and expertise, which can be leveraged in sales.

15:03

🤝 Matching and Mirroring for Rapport Building

This paragraph discusses the technique of matching and mirroring as a powerful tool for building rapport with prospects. It explains that by subtly adjusting one's body language to match that of the prospect, a salesperson can create a sense of connection and trust. The speaker also touches on the importance of managing one's emotional state during sales interactions and how different states can impact performance.

20:04

🏆 Mastering Key Emotional States for Sales Success

The fifth paragraph emphasizes the importance of mastering certain emotional states to achieve sales success. It identifies certainty, clarity, and courage as the three key states that need to be managed effectively. The speaker shares a personal anecdote about his first day as a top broker and how he prepared a script to ensure a successful sales pitch, highlighting the value of strategic preparation in sales.

Keywords

💡Influence

Influence refers to the capacity to have an effect on the character, development, or behavior of someone or something. In the context of the video, it is a critical skill for salespeople to persuade and convince potential customers. The script mentions that without the ability to influence and persuade, one cannot effectively put themselves out there into the world, emphasizing its importance in the sales process.

💡Sales

Sales is the process of selling products or services to customers in exchange for money. The script discusses the art of selling as the transfer of emotion, particularly the emotion of certainty. It also highlights the idea that every sale involves a journey of raising the prospect's level of certainty towards the product or service being offered.

💡Certainty

Certainty in the video is described as a state of being absolutely sure or confident about something. It is a primary emotion that salespeople aim to transfer to their prospects. The script uses the metaphor of a 'line of certainty' with a scale from 1 to 10, where 10 represents absolute certainty, illustrating how salespeople must be in this state to effectively sell.

💡Persuasion

Persuasion is the act of convincing someone to believe or do something. The video emphasizes the importance of persuasion in sales, as it is through persuasion that a salesperson can influence a prospect's decision. The script mentions that Warren Buffett advised students to take a course in sales and persuasion to increase their value in the workplace.

💡Momentum

Momentum, in the context of the video, refers to the build-up of energy or force that allows for continued progress or growth. The script mentions 'momentum II series' as a way to learn from successful people and absorb their mindsets and beliefs, which can help in building momentum in one's own endeavors.

💡Belief

Belief is the acceptance that something exists or is true, especially one without proof. In the video, belief is portrayed as a driving force behind success. The speaker believes in the audience's potential and encourages them to believe in themselves, which is a central theme in motivating individuals to achieve their goals.

💡Emotion Transfer

Emotion Transfer is the concept of conveying emotions from one person to another. The script describes selling as the transfer of emotion, specifically the emotion of certainty. This is a key aspect of the sales process, where the salesperson must be in a state of high certainty to influence the prospect's feelings towards the product or service.

💡Control

Control in the video refers to the ability to manage or direct the sales encounter. It is crucial for salespeople to maintain control to ensure the sale progresses as desired. The script discusses the importance of taking control of the encounter and having the skills to keep the sales process on a 'straight line', which is a metaphor for a smooth and controlled sales process.

💡Straight-Line Selling

Straight-Line Selling is a sales technique mentioned in the script, which involves a controlled and systematic approach to selling. It is about guiding the prospect through a process that raises their level of certainty towards the product or service. The script uses the term to describe an ideal sales process where the salesperson maintains control and effectively transfers their certainty to the prospect.

💡Rapport

Rapport is the establishment of a harmonious or sympathetic relationship, particularly in communication. The script touches on the concept of matching and mirroring as a way to build rapport with the prospect. This technique involves subtly adjusting one's behavior to align with the prospect's, creating a sense of connection and trust.

💡State Management

State Management refers to the ability to control and regulate one's emotions and mental state. In the video, it is mentioned as a key to success, not just in sales but in various aspects of life. The script explains that being able to manage one's state can influence performance, with examples given such as patience for a parent or certainty for a businessman.

Highlights

Salespeople need to understand that it takes multiple 'no's to get to a 'yes'.

Taking control of the encounter is crucial to making every sale the same.

Belief in one's own abilities and products is essential for successful selling.

Surrounding oneself with successful individuals can influence one's mindset and success.

Warren Buffett emphasizes the importance of sales and communication skills in the workplace.

Sales is fundamentally about the transfer of emotion, particularly the emotion of certainty.

The concept of certainty scale in sales, where a 10 represents absolute certainty and a 1 represents the worst.

Salespeople must project a high level of certainty to influence the prospect's perception.

The importance of establishing oneself as sharp, enthusiastic, and an expert within the first four seconds of a sales call.

The analogy of the 'water line' in sales, representing the fluctuating state of a sale's success.

The significance of matching and mirroring in building rapport and controlling the sales encounter.

Jordan Belfort's personal experience of becoming a top broker on his first day by following a strategic script.

The importance of strategic preparation in sales to ensure a consistent outcome.

The psychological impact of certainty, clarity, and courage in the sales process and in business.

Jordan Belfort's bonus sales tip for viewers to enhance their selling skills.

The idea that every sale is the same if you are in control and follow a strategic approach.

The role of body language, tonality, and the transfer of benefits in the sales process.

The concept of 'born closers' and how they naturally follow a strategic protocol in sales.

Transcripts

out the ability to influence and

persuade your pants you can't put

yourself out there into the world great

salespeople understand that it takes

three four or five noes to actually get

to the yes is every sale the same well

only if you're in control see once you

take control of the encounter once you

learn how you can now make every sale

the same what's that belief nation it's

Evan my one word is believe and I

believe in you I believe you have an

amazing gift inside you that I want to

see exploded onto the world now I

started the momentum II series to try to

hang around people who've done a lot

more than us and hopefully by spending

more time with them some of their views

their mindsets their beliefs their way

of thinking seeps into us to help us

become the best version of ourselves so

today we're gonna learn from one of the

best jordan belfort the wolf of Wall

Street and how to master the art of

selling mentor me Jordan

[Music]

you

Warren Buffett was doing the speech of

Bill Gates about maybe ten years ago and

he was asked by a college student what

can we do as students to make ourselves

more valuable in the workplace

so you think Warren Buffett would say

learn how to pick stocks learn how

investments you know whatever you would

say not what he says he says go out and

take a course in sales and cos

allocation day he did Dale Carnegie

James says like there you go now that

point because he took that he said I

took Dale Kearney changement without

back you don't he'd be without that

course yeah he'd be the richest money

manager in Omaha Nebraska then no one

ever heard of yeah Annie met his wife

that way the love is like because

without the ability to influence and

persuade your Kanaks you can't put

yourself out there into the world and be

known for what you really are what sales

really is is the transfer of emotion

that's what's happening when you sell

your transferring emotion and the

primary emotion that you're transferring

is the emotion of certainty in other

words watch this you as a Salesman when

you enter the encounter you have to be

absolutely certain that your product is

the best make sense it's gonna give them

the best benefits out there the best

value proposition and so forth and you

are in this state of absolute certainty

so imagine now we have a continuum of

certainty a line of certainty so we have

this line of certainty and on one side

of the equation we have it's called a1

and the other side we have a 10 so a 10

represents a state of absolute certainty

meaning your prompt is the best thing

since sliced bread it's gonna give them

exactly what they want benefit wise it's

the best deal for the money it's gonna

make them feel the whole thing right it

is just absolutely awesome that's a 10

on the certain skill it is great the

best thing since sliced bread and on the

other end of the spectrum you have

what's called a 1 right which is it's

the worst piece of in the world right

it's crap right your product is terrible

it's not gonna work

okay the benefits don't match up what

they need it's overpriced I didn't want

to be near this piece of crap because I

just feel stupid even buying it or even

thinking about buying it that's a 1

right so here's the first thing you need

to understand that the moment you open

up your mouth to speak as a sales when

you start a sale the question is this

where is the average prospect the person

you're trying to sell to where are they

on the certainty scale at the beginning

anyone know where are they who the [ __ ]

knows you must be in this state of

absolute certainty because what's

happening is this what you're doing when

you're selling is everything that you

say everything that you do every

tonality use every gesture you make

every document you hand them every

phrase that comes out of your mouth are

all designed to do one simple thing to

essentially raise the prospects level of

certainty to as close to his 10 as a

possible that's what you're doing your

the words that you say the the

presentation that you make the tonality

that you use every any document you in

sales aids whatever it might be is all

designed to take them from where they

are on the certainty scale and move to

as close to where you are as possible

essentially you're transferring your

white-hot certainty disowns that a

cooler level at a lower level of

certainty it's almost like this first

law or so I think is actually the second

law of thermodynamics in physics right

under you study physics energy always

flows from hot to cold not the other way

around so you need to be this white-hot

level of certainty it's exerting out of

you every pore that you have and we know

what certainty feels like in sounds like

we intuitively know as salespeople and

our prospects know as well we know when

someone sounds certain and they have

confidence and they're enthusiastic we

know what that looks like

feels like it sounds like let's pretend

this is like the water line in the ocean

here's your water line I'm the world's

worst artist and when you're on the

phone with a client running a straight

line pattern and he's saying no no no no

no no no no no no no you're not like

this it's not going like that what's

happening is this this is oh this is the

water line here right water line okay

this is essentially success when he goes

above the water line and you see it he

says yes what he's saying no he's below

the water line what's happening is this

as you're going you're getting closer

and closer and closer and closer and

right so you don't see the result yet

the same way your guy who's working to

build his business he might not be

making money yet but he's making massive

progress below the water line and all of

a sudden that last pinch of certainty

and the guy says boom you're above the

was that the guy just said yes no he

didn't he was saying yes the whole time

he was getting close yes yes yes to

certain parts of certainty he just

wasn't there on all three ten so he had

lowered his action threshold so what

happens is this if this is the three

tens then lowering someone's actually

especially what you be essentially

lowering the water line so you can

actually increase his certainty lower

the water line and make it easier for

the guy to say yes but let me tell you

something when you are running a

straight line that's let's say minute

one and minute 60 and he closes here it

meant 40 you don't think you're making

progress between 1 and 40 you're making

massive progress it's just below the

water line this is why great fails

people understand that it takes 3 4 or 5

knows to actually get to the yes what no

is it's almost a euphemism for saying

what no means I am NOT certain that's

all it means

when someone says let me call you back

let me think about it I want to talk to

my wife or just plain old no

it just means I am NOT certain every

sale is the same they like what

everything I got the looks right those

crazy looks with every cells not the

same every I said guys every sale is the

same and then I said watch and his

visual popped in my mind it's a straight

line as for the very first time I drew

this long thin line on the center of the

board it was old leaving a longer boy to

boys right

I said this is your open I said this is

your clothes I said in every once in a

while back when you were selling penny

stocks you get one of these lay down

clients we could call them wear

everything that you say and everything

that you do the clients like saying yes

yes yes yes from the very beginning all

the way to the end when you ask for the

order for the first we said yeah great

how do I pay right that perfect lay down

sale now I'm sure we you all get them

every once in a while we get one of

those people who seems to be almost

pre-sold before they even enter your

funnel that's almost soul right you're

saying they agree with you the whole

time perfect lay down sale but that is

the exception to the rule most of the

time so you want it this sort so those a

straight-line sale is the perfect lay

down sale when everything that you say

and everything that you do the client

agreed they're on board the whole way

through and you asked for the order the

first and they left all your jokes the

whole you get it and perfect sale you

ask you till I said yes great how do I

pay that's a perfect straight line shell

but most of time that's not the way it

goes the typical client wants to go off

the line they have questions they

interrupt of the objections so they try

to take you off floor I took it at the

price of tea in China right you want to

keep them on the line so what we have is

these healthy boundaries above and below

the line when you're inside these

boundaries you're in control of the sale

these are the healthy boundaries above

and below the line because even when

myself very seldom is I man I have

anymore lay down sales than anybody else

I have the same as anybody else but is

this healthy boundary I don't let it

fail spiral out of control because you

go off here outside the values off the

freakin Pluto right or your anus

not a good place to be for most of us at

least right I don't judge okay Pluto or

Uranus right this is out of control

where you ask someone a question about

your qualifying question to try and

gather intelligence right and they might

start answer your question the right way

but next things only spiral off they

talk about the price of tea in China

okay in most people the problem that

they have most sales rule is that when

someone starts to spiral out and talk

about nonsense you'll jump right into

the nightmare cuz you're the waters woah

let me get into reporting just not talk

with them and that's not rapport because

the sooner you do that they realize

they're in control the sale they will

assume control of sale and once that

happens nothing good happens besides the

fact that you're branded as a novice not

as an expert I said guys let me tell you

when you're calling rich people even

poor people matter who you're calling

you got four seconds that's all you have

you have four seconds to establish three

crucial things or else you're done you

can't close anybody because they'll take

control of the sale

and once they take control of the sale

it's like you're almost like an out

match boxer covering up some mobile

blows like imagine walking in through

the green with Mike Tyson right and he's

barrage you're just covering up because

he's in control and you get knocked out

of anyone so that's what's happening to

my guys they're getting knocked out they

were losing control right out of the

gate because they were not being

perceived as V three-phase let me tell

you exactly what they are number one in

the first four seconds you must be

perceived as number one being sharp as a

task that you're sharp and on the ball

number two that you're enthusiastic is

held in thews II asked his health Uzi

azzam must be good and number three and

most important of all I'm an expert in

my field you're an expert in your field

they got four seconds to establish those

three crucial or you're done because if

you don't establish them see what they

roll up to what they chunk up to is

essentially that you're a person worth

listening to you're worth listening to

and even higher so close you could help

them

achieve their goals help them get what

they want people don't listen to you get

what you want

they do it because I get what they want

Sharp's attack and through meeting sharp

on the ball right not a time waster to

enthusiastic so now I'm not saying so

some people say oh come on people

they see through that infusion no they

don't I'm not talking about over-the-top

oh my god my pride that's [ __ ] I'm

talking about bottled enthusiasm below

the surface it's a it could be a whisper

it's a certain way of talking a certain

way of caring ism where they could just

tell it you are dead serious about what

you have your confidence you it's a way

of speaking it's not yelling and it's

not talking fast I'm talking fast

knuckles I have an hour right to get

eight hours information so I'm talking

about if i was selling I'd be speaking

slowly succinctly and I had that bottled

enthusiam just below the surface and

your gut it's about to bubble over but

it never bubbles over because you're in

control cuz you're an expert and when

you have that way of speaking I'll

explain how in a few minutes it's

infectious people want to hear more

they're intoxicated by it it transfers

to someone else it's an emotional

feeling they get and of course an expert

in your field number three well listen

here's the bottom line we have been

conditioned

since we're yay big to defer and respect

experts and figures of authority

you know don't buck Authority respect

your elders you know you were trained as

a kid you went to the doctor right and

the doctor asked you questions you

didn't say what's your education he done

you didn't ask him questions back you

saw his diploma on the wall he had a

white coat he had a stethoscope he was a

doctor your parents explained this man's

gone through special education he's an

expert in his field he's going to heal

you he get it is a specialist and you

respected him and you didn't you

answered his question fully and honestly

now I'm sure you've all been probably

later on in life when they tried to pull

the old let me get the nurse's assistant

to ask you two questions you know like

yeah you I'll answer in the done you'll

answer them in a be one word you're not

gonna even nearly as forthright with the

practitioner as the bathrooms of why

because you've been conditioned and they

violate they might be just as competent

if not more at taking notes and doing a

a certain through that triage but when

that bastard walked in who he's a doctor

that's an expert in this field

if you don't establish these three

things you're fighting a massive uphill

battle because now they are in control

the encounter and good luck see is every

cell the same well only if you're in

control see once you take control of the

encounter once you learn how you can now

make every sale the same Bandler didn't

do these experiments with people with

matching and mirroring and when you

mirror somebody you get into massive

rapport with them the less offensive way

is not to mirror but to match and that

means don't and they go sit down on a

stool like this okay and they you know

cross their arms you don't like as

they're doing it crossed if you're armed

you know you wait a few seconds jiggle

around then you cross your arms okay if

someone sit with their legs crossed okay

then you wait a few seconds and you

cross your legs and you settle into the

same posture that the other person is

this is usually hugely powerful for

gaining a reformed person don't

underestimate this it operates in a

level you can't quite grasp it's it's an

unconscious level look at the opposite

is to understand let's say you walk in

someplace and someone's flailing their

arms about they're just out of but

you're in a calm state and they're in

opposites think they're all agitated

how do you feel about that person out of

a port right you're instantly you know

you're you're standoffish right well

just imagine the opposite about the

polar opposite would be someone who

moves just like you someone who speaks

just like you so one who vibrates at the

precise level and frequency that you do

that's what matching and mirroring is

all about to get into them in their

world to enter at the same level and to

slowly move that level up or down

depending on what part of the

presentation or clothes you're at to

create the appropriate emotion that

allows them to make the right decision

which is to buy your product that's body

language

angry pissed-off negative unrest social

state you can't do anything well you've

got one of those days for instance where

everything you're doing you're like I

can't believe I said that I can't

believe I did that I'm such a fool right

yeah that day we've all had that day

yeah next day similar situation you're

like wow you know that was me I did a

really great job right you're perfect so

one day you're brilliant next day same

situation you're brutal that's not

talent that's not ability that's the

state that you're in so the key to

success is not just a to have your

vision but to be able to manage the way

you feel in the moment now if you're a

parent what's the most resourceful state

patience if you're a businessman looking

to make money on Wall Street it's

probably certainty yeah more courage

because fear is the worst emotion of all

for being a traitor on Wall Street so

every business has different states that

you need to master now in most

businesses in matters of wealth is

straight three states that you need to

master you're the trigger and a moment's

notice and it's easy to do once you

learn out we're just gonna teach people

hey and number one is certainty to be

certain about what you're doing the

second one is clarity to be clear it's

not to be overwhelmed with you the

office will be overwhelmed and the third

is courage is to have a conviction

to know that you might not be right all

the time but you can exact let fear stop

because if there's one distinction that

between the wealthy people of the world

and the pulpit of the world is that

wealthy people act in the face of fear

while poor people run away from favorite

now I've got a special jordan belfort

bonus sales tip for you but before that

the question of the day today is has

this video motivated you to go out and

want to sell more give me a yes or no

leave it down in the comments below

thank you guys so much for watching I

believe in you

I hope you continue to believe in

yourself and whatever your one where it

is much love

I'll see you soon

you ended up at this firm

it was oak what was it oh crap okay

little firm called the Investor Center

which is a penny stock firm right and

that was where I you know it was really

first night ever sold stock and I became

the top broker the first day just broke

all the records really in the first day

you broke all the right your first day

yeah yeah so you're a bore

do you think you're a born salesman yeah

for sure I am open and there are people

out there will born closers one salesman

far if you would do there are some when

that really means though what does it

mean to be a born salesman what it means

is that you're actually running the

strategy automatically inside usually

good you're still following this script

but it comes natural automatically so

you but you don't realize it but you are

following a certain protocol that gets

you to the same outcome every time so

that's really what it born closers so

for those people watching that our

entrepreneurs want to learn sales what

did you do in that first day that you

basically became a top sales in like was

there we're gonna talk more about your

whole sales straight-line formula but

first day you didn't have time to

implement a whole script what do you do

that most people don't do is it your

tonality that's one of the things body

language tonality taking people through

features not just features but benefits

according I think you did that first day

well in fact I see one of the

interesting things you say you would you

have time to put the other scripts in

fact I did oh you did oh yeah day one I

took three hours to write one so yeah I

would never this is something

interesting thing had many years layers

is relevant is that when I was tested by

some psychologists not my ability to

close they put me through a whole

battery of these weird tests and one of

them was a mock sale where I had to

close someone in a investment type of

situation that was being filled was

there like so me this pants they handed

me up like a little sort of us some

information on the dairy industry and I

have to then convince someone to so I

open up an account at a firm to manage

the money for the dairy industry right

okay so they handed out about 10-12

pages of information right and they said

take as much time as you want and you

know just I said let's see you closed

this guy right so I start reading I'm

reading it and I'm reading right I start

writing down my thoughts now 30 minutes

later they knock on the door

like ya said give me more time yeah just

give me another 30 bits I said okay no

problem

30 minutes goes by they come back I said

just meet another 20 minutes they said

no problem take 20 more minutes

I said give me 15 more minutes right

anyway after about two hours I said I'm

ready and I wrote myself a really really

not an exact script but pretty close to

a really killer script with so if you

know how I would actually engineer the

sail from storm there's so many stocks

no canals recent maybe oh really

okay this is right is relevant now this

is in nineteen it's like I think the

2010 at this Apple okay

with psychologists being Phil okay this

is the later John died he was an actor

and he was supposed to be the CEO of a

dairy company and I was supposed to

close him so we go through this whole

thing I introduced myself and I we go

for this back and forth back and forth

and they're filming the whole thing and

after about 15 minutes the guy just he's

like okay fine I'll open up an account

and he starts laughing his ass off so

I'm like what's so funny

psychologists come and they say we told

him under no circumstances should he say

yes yeah within 15 minutes yet no he

said yes I don't get it he said I said

well you don't want I got the guy into a

situation did it make sense to say no he

said well here's the weird thing we've

tested a hundred other people in sales

and no one ever spent more than five

minutes reading the material huh you

spent so apparation it's some simple

fundamental teach equip are the straight

line is about strategic preparation

meeting that you don't you know what was

my overriding concept is every sales the

same right yes and that would seem to be

counterintuitive yes because everyone

has different needs different belief

systems right different outcomes real

but the truth is that every sale is the

same yes and I'll explain that little

bit later on in the interview but it

starts with your ability to essentially

make an airtight case to someone yes on

both illogical

and the right yeah about you know

essentially why you're right you could

want them to do whatever you want them

to why does it make sense right yes and

it's got to be an airtight case and then

you have to be able to also accomplish

other things as well so there's two ways

to go about that one is still wing it

which you could might be able to do if

you're really really great or you can

write it down plan it out I mean the

second one is where you really start to

bring your averages of tremendous easel

I'm a big believer in strategic

preparation raise your

standard Apple at the core its core

value is that we believe that people

need passion can change the way people

now one drop of myself work depends on

your disciplines to me

I don't ever give up I'd have to be dead

or completely incapacitated hey believe

nation if you want to see my all-time

favorite top ten roses success I have a

very special secret video for you these

are the individual clips that I have

personally learned the most from and

applied to my life and my business check

the link the description for details