Combine this tone with the above verbal statement to increase the prospect’s urgency to act. Tone: Lower your voice and add intensity.Words: “We only have one of this model left!”.Lower your voice to sound as though you’re letting the prospect in on a secret: “I have something amazing for you today.”ģ) Create a sense of scarcity: Lowering your voice, tell the prospect in an urgent tone that he needs to act now. Once you’ve formed an impression, you rationalize it (hence, the sales adage that people buy on emotion and justify with logic).īelfort’s tips for using tone to connect emotionally include:ġ) Sound like you care: Convey that you care by using a tone that’s both upbeat and sympathetic, so that the prospect feels as if you know him and have his best interests at heart.Ģ) Create a sense of mystery: When you introduce your product, create a sense of mystery and anticipation. Your unconscious side records everything, creating a mental map that helps you form quick first impressions. You devote only 5-10% of your brainpower to conscious or logical thought, while the other 90+% works in your unconscious mind to keep your body systems operating and process environmental information. They correspond with the brain’s conscious and unconscious sides respectively, and a seller must appeal to both to increase certainty. Remember, you need two levels of certainty for a sale: logical and emotional. The two brain functions work together in guiding decision-making. Tone and body language influence the client unconsciously in contrast, words influence the conscious brain. The first tools are tone of voice and body language. After outlining his system, Belfort discusses tools and techniques to move a sales conversation through the four Straight Line steps (control, rapport, information gathering, presentation).

Jordan belfort way of the wolf