Recently I’ve been reading “Way of the Wolf: Straight Line Selling” by Jordan Belfort. This book is a comprehensive guide to mastering the art of persuasion, influence, and success in the world of sales. Belfort, also known as the “Wolf of Wall Street,” shares his insights and techniques that helped him achieve immense success in the world of high-stakes sales.

The Straight Line represents the shortest distance between prospecting and closing a deal, minimizing detours and distractions.

The First Four Seconds

While it takes 4 seconds for a person to evaluate and judge you on the phone it only takes .25 (a quarter) of second for a person face to face.

3 things that you need to establish in the first 4 seconds;

1.      Be as Sharp as a tact

2.      Be Enthuasistic

3.      Be an Expert in your field

You may be given a further 10 seconds if you stuffed up the first 4 seconds, but otherwise your time is up and done in terms of being judged and whether the prospect will engage further and allow you to close them.

The Three Elements of a Successful Sale

“Every sale is the same” and every sale is built from the same 3 elements.

1. The product, idea or concept – Your prospect must fall in love with what you’re selling. You’re aiming for a ‘Level 10’ of excitement and if they’re anything lower than an 8, you need to push them to a 10.
2. “Trust” the salesperson – Rapport needs to be personal and it needs to be great. If you can’t achieve this then you can’t make a great sale.
3. The prospect must trust and connect with the company – The final element requires you to aim for compatibility and affinity between the prospect and what you’re offering.

If you achieve these 3 elements, you’ve got the building blocks to a great sale.

Each week I share a few insights of mine in the world of sales and you can learn more about me here www.victors.nz