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I went to see The Wolf Of Wall Street last weekend and I absolutely loved it!
It was right up my street but not for “you know what!”
I loved it for the fast pace of the movie and the sales!
The film is about Jordan Belfort a greed obsessed, drug taking Stockbroker who made hundreds of millions only to be convicted of fraud due to his penny stock boiler room business.
At the end of the movie it pans onto Belfort, some years later as a Sales Trainer and Motivational Speaker promoting his Straight Line Sales System.
Although Jordan Belfort was an advocate of the “hard sell” which I am not, I took time out to actually look into his Straight Line System Sales System.
There’s lots to it but the crux of it is this…
In an ideal world a sale would be like the straight below from A to B. The open would be at A and the close at point B in a straight line. i.e the prospect would say yes to everything you say with no resistance or objections whatsoever.
But that’s never going to happen!
Instead, the prospect will give you objections and excuses taking you away from the straight line like this:
Now it’s your job to keep the prospect within certain boundaries bringing them closer to the straight line and if the prospect takes you out of those boundaries then you lose control of the call and you need to reign them back in.
Here’s a tip: The person who asks the most questions is in control of the call. It’s your job to be in control of the call.
It might sound obvious and it is to be honest but it’s a good explanation of what happens on a call from building the initial rapport on the call all the way through to the close.
**UPDATE – 29th May** I recently attended a seminar run by Jordan Belfort.
MTD Sales Training