i'm jordan belfort and this is sales school netsuite is the world's number one cloud business system bottom line it gives you visibility and control over your financials hr inventory e-commerce and more it's everything you need all in one place in fact over 21 000 companies using that suite right now so you'll be in great company right alongside them so let netsuite show you how they'll benefit your business with a free product tour at netsuite. com school hey welcome to sales school the ultimate podcast where you can find out the latest and most powerful tips on sales and persuasion how you close the deal either one of two things happened on sale school either i myself spend 10 15 minutes giving you guys one awesome tip or strategy each day or i find another top influencer persuader entrepreneur businessman that i respect who i know knows how to close the deal and let them give you a tip and they lay it out and then him and i or her and i we will debate it back fourth day deeper and you get the maximum benefit like that and today i have someone who truly is a world-class entrepreneur and closer and a good friend of mine paul martinelli paul how are you buddy i'm doing great jb how are you doing great so okay so sales school what's the one tip now just saying everyone paul like is he teaches and wow he's everything from the inner game of success sales marketing entrepreneurship coachings and all sorts of different amazing programs but you know kind of zeroing in on the sales part what is the one thing that you think that you can like sort of you know from your perspective that can help people the most increase their closing rate or just you know be more effective and feel good about being in the world of sales yeah so at the risk the risk is coming across as a kiss ass anybody okay number one you get you get into the straight line program you take everything you know you pour it down the drain you enter your cup and you follow that system to a t because i'll i'll tell you i i thought i knew a lot about sales and i did but what i realized as i went through your training through through the through the straight line was that i was an unconscious competent see i didn't know what i was doing therefore i i couldn't reproduce the results in a predictable way so at the risk of sound like a kiss ass but so in all of that in all of that i would say that you know after i can build rapport in those first four critical seconds and then i can begin to take that client through the uh the intelligence gathering phase right so so so before i go ahead and make my first offer and put them into a loop i'm going to take them and through that intelligence gathering and for me it has been listening listening to people people will tell you how to sell them if you will shut up and let them talk right so in other words the idea that you're born with you know two ears one mouth so you want to listen twice as much as you speak so i think from the perspective of the straight line and you know which is really just communication in general is that the mistake people make is when you say you must take control of the sale people think that means that you talk talk talk but actually it doesn't mean that at all means when you take control it means you are perceived as an expert and you ask a question and then you listen to the response right and that's how you essentially find out what someone needs to hear what they need in general to feel that you know to be closed so to speak and also how you build rapport through active listening right well you bet look if if you if you the next time you go to your doctor or the next time you sit down with a lawyer who we perceive in our minds as professionals right they have that rapport already established it's almost programmed into us watch how much they talk they almost never talk they ask a question they shut up and they take notes that's what they do they let they let you talk they let you tell them what the problem is the doctor lets you tell him or her what the problem is the doctor asks you what your symptoms are and and then when you tell them that you have a bad knee they don't tell you about their uncle larry you had a bad knee they don't tell you about their bad knee they don't jump right to sameness right whenever i well whenever i've blown a dljb i think that's where i've i've i've i've i've sabotaged my my clothes is i used to you know i i made a bad mistake i read the uh harvey mckay you know how to swim with the sharks without beating a lot being eaten alive and you know the mackie 66 right the mckay 66 where you know i'm supposed to go in the office and find the 66 things that i'm that i'm just like you the sameness kills the people and it as you say stupid things that that take them to pluto as you would say right it takes you so off the street fun so really listening asking intelligent questions really thinking about is my question going to generate an answer that's going to reveal something about what their motivators what their motivations are to say yes to the deal i think that is a really really important thing right so like a book like that like you know so we have the sharks right because like there's a lot of great information and he's also a very smart guy and i think the problem is that when you read a book like that with the 66 things there's nothing wrong with taking advantage of like if there's an obvious commonality with someone there is a time and a place for that when it comes to influence and persuasion but it's typically after you close the deal and you're digging into the next level a deeper long-term relationship i think the problem is is that people read that and they think it's about being disingenuous like oh you my god you you fish iron fish like whether you do or not in other words like i always say if if there's something that pops up that's an obvious commonality yeah you wouldn't neglect it because that will show that there is some sameness but in a blip it's like a blip of it it's not like that's like people looking for like whatever it is it's 60 fix it's insane because what it shows them is number one that you're disingenuous it reveals that you're wanting to say and do anything just to close the deal and also an expert wouldn't have the time to waste to sit there talking about things that are irrelevant to the situation because their time is valuable and they're trying to help you solve a problem so it sort of reveals that you're a novice and i think that that's it's an important point that that well yeah if it's a really obvious commonality it can be mentioned it's not toxic but as soon as it crosses over into anything more than that it's really really toxic you know what i mean you're right i do i think i think one of the things that i think novice sales people you know get in the head is they think that sales is is all about relationships and and it is but it's a professional relationship at first it's a professional relationship exactly exactly exactly yeah yeah exactly that that's the difference between you know every i think one of the one of the important things that you know this the straight line system gives a certainly a new salesperson is the perspective of them being a professional because all throughout the program the student is identified as a sales professional right yeah and and so you have to begin to see yourself as a as a professional and you want that you want that client or prospect to see you as a professional so it certainly sales is all about relationships but it's got to be a professional relationship and you have to be you have to be really intelligent about you know when when you speak and when you listen and you know telling is not you know telling is not selling for sure absolutely right what's empowered living is by i see that behind you the empowered living right so your company you listen you teach and this is for the benefit of everybody that's listening you know you teach a lot of different stuff but what is the one thing that you teach the course that you have right now you think is really the one that has the most value it's really the one that you think this kind of like is the one that really helps the most people yeah i i have a program uh we're launching right now called future proof uh and it started right after covid um and you know i think myself for sure i realized that you know i had spent a lot of time building successful businesses and and building and envisioning my future but but it wasn't future proof for kovit you know i realized very quickly after covert that you know my zoom and facebook weren't working and i was disconnected from my audience and i hadn't spent enough time building my list right so i wasn't future-proof there there were all kinds of things where i really when i looked at my business it was great but if i held it up it looked more like swiss cheese and so i i identify different experts who come in and share their area of expertise and help people future proof their business but the the platform itself um has over 2. 2 million people and it's it's a community of tribes so you know you know i have worked with with all of i've worked with zig ziglar and wayne dyer and les brown and brian tracy and dennis waitley and bob proctor and john maxwell and all of these guys i've i've shared the stage with like i've traveled with i've done programs with so i've i've been i've become influential in all of those tribes so the empowered living is actually a community of tribes within one tribe it's it's people who are committed to their own personal growth and people who are committed to helping other people grow i love it how do they what's the easiest way to find out about it what's the website or the land that i can uh send people to yeah you can go first they there's an empowered living page on facebook you can go there and like the page and there's 2.
2 million people always positive stuff and you can go to empowerliving. com awesome listen buddy you are the best i appreciate you coming on sales school i also want you to go on the on the wolfstein my main podcast is like it's the daily dose of sales you know i want to get on that too and uh everybody share this with your friends check out empoweredliving.
