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 jb here the wolf and it's time for another awesome episode of sales school i have a fabulous guest today
you know either i give a tip myself here or i bring someone on who's a expert at what they do this is interesting because it's not so much an expert on traditional persuasion as much as the projection of power and seduction and strategy and by the way we've just done a podcast together and it turns out that there's so much overlap that i had to say you know what we need to put him on salesman robert green 48 loads of power and many other books how are you today i'm fine thanks for having me here's
sales school it's quick it's it's to the point what's the one tip or strategy that you could offer the viewers here and the listeners that would help them become more effective communicators and closers and persuaders one thing you explain it and there's so much you know but one thing that could be the most helpful and then we talk about that in more detail well it's about the ability to get inside the mind frame of the person you're dealing with and you think that's easy and you think you're doing it but you're not give me an
example well 90 of the time when you're you're you have an idea in your head of something that you want a goal that you want to reach you want to sell them this product or whatever it is you think that your product is wonderful and you have a pitch that you think is designed to dazzle them in some way or whatever but you're not thinking of where they are in this particular moment in time you're not aware of the fact that people are inundated with information they're inundated with pitches not you know on media etc
they're not listening to you they're not tuning in you need to think of what's their self-interest at this moment what is it that they are missing right now you have to be able to shut up your own interior monologue your own ideas of how wonderful you are and you need to somehow penetrate the defenses of that other person and get inside of their mind frame at that moment and it's not that difficult you need to pay attention to their body language to their tone of voice to how they respond to certain questions to what excites
them into what and just you know people will seem excited by your idea but you'll never hear from them again because you'd misread the signs their eyes aren't lighting up they're not smiling in the right way their face reveals the fact that they are cold to what you were saying so you're not aware you're not awake and you're not alive to the body language to the mentality to the individual that you're dealing with it's to individualize your attention right because the worst feeling in in our work is like this person is giving me a pitch
that they're giving to a hundred other people right right right so how can you make it seem like it's about you in that moment i always say people love to buy things they hate to feel sold too right so i guess what you're saying here which i agree with 100 is that very often sales people make a mistake of using their own map of the world and they just assume what someone else is thinking feeling or what they want or need and because that they use that same almost like shotgun approach sales pitch versus taking
the time to really find out where someone is what they're really feeling what they're thinking you know what has happened in their life that led up to this moment that's created their frame their map so to speak and then once you know that essentially tailoring your presentation to meet that need in a way that they connect with they feel like you care about them and you're not just there to make a sale is that about it yeah and do some research so let's say you're in a position where you're trying to get a job and
you're in the job interview which is a sort of a sales right you don't realize how many people fail because they don't do basic research if you simply spent a couple days looking up on the internet about this person who's interviewing you about their history about their problems it's so easy and people never do it the buzzwords they use what their mission is what their vision what things are important right yeah so and by the way it's interesting because now everything is pretty much available you can exactly find things online and you don't have to
walk into most meetings blind right um in terms of the way you go about doing the former meeting you know uh finding out what someone's framed mind is that's obvious to asking questions right and also observing body language right unconscious communication are there any particular like um questions that you found to be very effective in the concept you know how would you say to someone like you know imagine so tell me what your favorite mind is you don't come out and say that so how do you go about doing that in a setting that you
believe you're trying to find say where does you know what's really what is someone really thinking um like i have ways of doing it that i use in terms of the system i teach you a really serious you know so so tell me if you don't have you know if you uh have used similar products before like you know what did you like most about the products or views you know if there's you could design a solution yourself what would that solution look like what things are most important and those are the sort of things
those are very valuable because what you want to do is you want to get the other person to participate exactly you don't want to be hitting them with everything you want them to be thinking oh i'm going to be telling this guy what it is that he needs to be doing this is the product that i want right exactly the more you hook them into talking about using their own willpower as opposed to being passive and you get them to open up and say this is really what i would do if i were in your
place this is a you've got them right there because you're getting them to be active you're getting them to use their imagination and at that moment their defenses are down because they have the the impression that they're almost the one in control that they're almost the one telling you what they want what you what they're good what you're going to give them so that's that's an extremely powerful technique right there perfect all right well there you go that's sales school quick it's every single day salesmen just need a little shot in the arm they keep
them sharp robert thanks so much you're awesome thank you john everybody robert green 48 laws of power and many other books check his what's the best way to them to find out more about you a website or yeah i have my original website for my first three books it's called power seduction and war dot com the and is spelled out power seduction and war dot com and there you'll find links to my first three books to the book i did with 50 cent called the 50th law to my book mastery into the laws of human
nature love it robert green everyone thanks for coming and attending today virtually and listening and i will speak to you again tomorrow take care you
