How to sell everything except Homeland

    We recall the three golden rules of telephone sales from Jordan Belfort, a wolf from Wall Street. And of course ... rejoice over Leo.


    For us, as a telephone sales team, the most iconic film with Leo was “The Wolf of Wall Street”, based on the recollections of Jordan Belfort, a stockbroker with a fate that is as cool as a roller coaster. Thanks to the talent of persuasion at the age of 24, he became a millionaire, but, stepping on a crooked path, at 35 lost everything. We went through kilometers of interviews with Belfort and compiled a brief guide to successful sales.

    A man trusts you - 10 points

    A man trusts your company - 10 points

    A man loves your product - 10 points


    How to earn confidence in yourself?

    So, the first condition: you must be trusted. This means that you must convey confidence to customers during the sale. Your confident and calm tone is approximately 45% of success. It is the voice that builds trust. Body language is also important in telephone sales, even though the customer does not see you. This is another 45% success. But the words that you pronounce are, strangely enough, only 10% of success.

    In sales, what matters is not what you say, but how you say it.

    Confidence comes from a person who is fluent in product information. Therefore, Belfort says: “We need to become an expert in our product!” And recommends to come up with five different ways to present your product. These should be really different stories with different words.

    Confidence arises when the buyer is not a sales machine for bonuses at the end of the month, but a real person with his own story. Therefore, Belfort advises, do not hesitate to say a few words about yourself. Remember your attempts to talk with a girl on the street. She turns away and says that she does not communicate with strangers. An experienced pikaper immediately answers this: “I am Jordan. Here I am no longer a stranger. " Add to this a couple of facts about yourself, and the girl smiles, ready to continue flirting.

    People are more willing to make contact and trust a person with whom they have something in common, for example, hobbies, musical preferences or even the same pets. Let the client know that you are “on the same wavelength” - if he calls to consult, for example, about a vacuum cleaner, say that a relative a month ago your relative bought the same model after the most demanding choice and is now very pleased.

    How to share the love of the product with the client?

    First of all, you need to convince yourself that you are selling the really best product. And then, fall in love with the customer in their goods. You need to convince him in two directions.

    At first - with the logic: “My product is an ideal value for money”.

    Then - with feelings.

    “Suppose I want to sell Ferrari,” Belfort explains. - First, I will talk about a five-year warranty, about service, about prestige. This is the logical, rational part of the sale. Then we turn to feelings. I will definitely give a test drive, put the person in the car and say: “And in a year, imagine that you and the beauty in this car drive along Monte Carlo” - I create a positive image of the future with my product.


    - It’s impossible without logic. You will fill in the client about a happy future, and he will have a pulse in his brain: "Bullshit ... bullshit ..." You need to start the conviction with logical arguments.

    But what about those who always find objections? Belfort offers to “send a virus” into their grim program. “I myself tell him the negative scenario“ What will happen if everything goes wrong ”so that the person in his head doesn’t spin his bad film, but mine. And then, as if by chance, I switch to the advantages of a good script. And I’m opening a new happy world for a man into which he will enter by purchasing my goods, ”the“ wolf ”from Wall Street will conclude.

    When we talk about feelings, their description always requires emotional coloring and possession of intonation. Belfort is credited with a rich range of intonation. When he describes the goods, he lowers his voice, as if this is terribly secret information and he is afraid that someone else will hear him. Before reporting important information, speech is slowed down. His voice becomes very quiet.

    This is a great rule: to speak about important things quietly - then a person begins to listen more carefully.

    How to build trust in your company?

    Your company is a team and a product that it creates. Belfort is sure that, if you correctly explain the “why” to people, then they will always find a “how” method. Therefore, he does not spare time for explanations, which are more like motivational speeches or sermons with a crowd beating in ecstasy. With his sincerity, he infects personnel, and he, in turn, infects customers. The seller must communicate sincerely: “Listen, I’m not hiding anything from you. The goods that you need are left with five pieces in stock. I know that he interested you the other day. And I’m calling to warn: catch up. The next delivery will be in six months. ” Besides the fact that it drives the client to make a purchasing decision, he understands that the goods are in good demand, which means high-quality.

    The most famous salesman in the world warns young people against transactions with conscience: “Well, of course, sales alone are not evil. Sales drive this world. Nothing happens until something is sold. The main question is how ethical is the sale? Everything is very simple for me. If the seller puts his own benefits and interests above the interests of the person whom he convinces, it is called to cross the line of ethics in sales. "

    We are at Pozvonim.comWe agree with Jordan and advocate that more experienced and wise sellers have the opportunity to control the quality of communication of their young wards with calling customers. Therefore, our system has a very useful option for recording conversations made through the callback widget. Heads of sales departments can not only track the belief system of their sellers, but also adjust it, suggesting optimal scenarios for closing deals, as Jordan Belfort did.


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