Straight Line Persuasion will help you break down every sales into the basics. Why Jordan Belfort Rejects the Answers in the Film'Every Sales is Same.' Yeah, You read that correct and thats what Jordans Straight Line Persuasion System is all about. Jordan Belfort’s success was built on one big idea It demonstrates the importance of specialization his company didn’t just sell stocks it sold penny stocks. Below are some of the things we can learn from a master of sales like Jordan Belfort and what we need to do avoid his fate Identify Your Ideal Customer and Specialize.
Register for Live Stream Series. The Critical Mistakes of the Conventional “Sell Me This Pen” ApproachJORDAN BELFORT VIRTUAL TRAINING SERIESHOW TO CREATE A MASSIVE INCOME WORKING FROM HOME. So he suggests the following tips on what he calls 'straight-line prospecting': You must identify prospecting errors and those just 'curious' and pull them out of your sales funne l as quickly as possible So it is not a simple thing to do.
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If you’re the one doing the pushing, before you know anything about your customer, you’re doing something wrong.“Most average or newbie salespeople think that they’re supposed to sell you the pen, when a really seasoned salesperson will actually turn it into a qualifying session to find out what you need. ‘So tell me, how long have you been in the market for a pen?’ I want them to turn it around on me and start asking me questions to identify my needs, what I’m looking for.”In other words, the best way to start selling isn’t to start talking, but to get the other person to start talking. But that’s not what the real answer is.“The real answer is, before I’m even going to sell a pen to anybody, I need to know about the person, I want to know what their needs are, what kind of pens do they use, do they use a pen? How often do they use a pen? Do they like to use a pen formally, to sign things, or use it in their everyday life? The first idea is that when you say ‘Sell me this pen,’ I want to hear ask me a question.
They aren’t stupid, and they’ve dealt with pushy salespeople in the past. But you shouldn’t be describing it first.The second you do this, people will feel they’re being sold to. Yes, you’re selling the pen, so it makes sense to describe it. We’ll take a look at the conventional “sell me this pen” approach, which is to highlight the best features of the pen.What’s wrong with this? Describing the pen first.The first mistake is immediately moving to describe the pen. You can’t just pick up pegs at random and try to make them fit.Well… I mean, you can, but it’s not going to be very efficient.This is the approach of “ solution selling.” The Critical Mistakes of the Conventional “Sell Me This Pen” ApproachSo let’s break this down. You’ve got a square hole, so you need a square peg to go in it.
You may think you know the typical pen buyer well, and frame your pitch around that. Assuming knowledge.The second mistake here is assuming knowledge. Just “hey, buy this pen! It’s amazing!” Definitely not the way you want to start. Leading with a compelling description is going to put their guard up.This is also a problem because it doesn’t allow you to forge any kind of relationship with your prospect.
Following up within an hour increases your chances of success by 7x. 35-50% of sales go to the first-responding vendor. How to Ask The Right QuestionsThe solution to the “sell me this pen” dilemma, if we can call it that, basically boils down to this: ask sales discovery questions before you start pitching.Increase Your Sales by 16% With EmailAnalytics You need to do your due diligence and figure out who this person is. But do you know for sure that these features are most important to the average buyer? Do you even know whether this prospect is an average buyer?Unless you’ve done all your prospecting and conversing in advance, you shouldn’t be trying to sell the pen so prematurely.
“When was the last time you bought a pen? When and how did your last pen fail?” Specific preferences.Get more details about this person’s preferences. “What do you think of ballpoint pens? Are pens the best way to write things down, or do you prefer pencils?” Personal history.Delve into the person’s history, especially as it’s relevant to this item. For example, you can ask, “Do you have a pen that you like? What do you like about it? Do you wish it was better in any way?” or “Are you forgetful? Do you ever wish you had more lists to remind you of all the things you have to do? How would you make lists, if you could?” Personal opinions.You can also get people talking about their personal opinions.
But you can also find out more about your prospect by asking questions about the bigger picture. For example, you may ask, “don’t you hate how every ballpoint pen you pick up seems to be out of ink?” or the less biased question, “is it easy for you to find a pen that works when you need one?” Bigger picture questions.Most of the previously listed questions are clearly relevant to the pen and the person buying it. For example, “How much do you usually spend on pens?” or “What do you think is a reasonable price for a pen like this?” Pain points.After asking some of the above questions, some salespeople prefer to ask prospects about their pain points. Figure out how much this person is willing to spend, or what other limitations they may face.
People are much more receptive to persuasion if they feel like they know you and can trust you—and asking questions gives you a platform to build that trust.Human beings love talking about themselves. Building a bond.This is also a great move because it’s an opportunity to build a bond with your customer. If they are a good fit, you’ll understand why they’re a good fit—and you can create a custom pitch to appeal to them. Instead of just assuming why they want or need a pen, you can figure it out yourself and address it.If the customer isn’t a good fit, you can acknowledge it—and stop wasting your time. The Benefits of Asking QuestionsAsking questions is the right way to sell someone a pen.And it’s vital for different reasons, such as these: Getting to know your customer.The obvious benefit here is that you get a chance to know your customer. You can ask them about their overall life philosophy, and how they buy other types of items.You can ask them almost anything, really as you’ll see, simply making conversation can be a powerful way to lead into a sale, and you’ll learn more about your prospect in the process.Whatever combination of questions you choose to ask, make sure to incorporate whatever you learn about your prospect into your subsequent attempts to sell.
Providing a distraction.Remember, people tend to get defensive if they feel like they’re being sold something—or if they’re being convinced of something.
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