i'm jordan belfort and this is sales school it's throwback thursday daily motivation skills training i'm gonna give you a great clip of tony so many to choose but i found the great one you're gonna love this one let's cut to the live footage right now and i will not see you on the other side all right i will see you tomorrow we'll wrap up the week in a big way check out this clip it's an awesome one you're gonna love it i'll see you tomorrow when you're on a phone call and typically by the way
most things these days starts off with a phone call and then ultimately sometimes we never see our client but very often starts with a call and then we see them afterwards for an in-person appointment when you're on the phone talking how do they sell how can they if they can't see you how do they size you up how through what boom tonality tonality they make a mental image of you based on the way you sound understand this the words show up as attack enthusiastic as hell and expert in your field they don't exist in four
seconds you can't say listen johnny i'm sure if it's a ticket thursday what the [ __ ] is wrong with you people think you're crazy you can't get it across with the words this has to get across you say hey john how you doing today great john reason for it's the with benign words you can get across the fact that you're sharp on the ball enthusiastic it's from tonality it starts with tonality i'll write it over here it's the first way we do it number one tonality and secondly body language we're in person in terms
of tonality there are 29 tonalities that we have as human beings that we use 10 of them are core influencing tones like oh [ __ ] i gotta learn let me tell you something guess what you're already using them you all ready use them you just don't know it you're doing it by accident who's ever had a time in their life when they told a secret raise your hand or see ray what do you do when you tell us what he do you whisper you say hey john listen the reason for the call and it's
a secret and it intrigues people there's a mystery behind it who's had a time in life where they're absolutely certain wrestling raise your hand certain right what do you say you say listen john let me just tell you and you talk certain who's had a time where you really a good friend of yours something happened and you felt their pain who's that at raise your hand right we say john i totally understand mary i feel i thought you felt empty we've all used these tones through our entire life and when you're influencing once you understand
how powerful they are in specific points of an oral presentation you'll be shocked at what will happen tonality is the hidden language of influence there's not that much we can say with our words sometimes without sounding disingenuous say to somebody else john i really really care about you in the first person says what the [ __ ] you're a liar you can't still work that the words don't exist now later on yes of course when you're in business someone and you prove yes then it's different i'm talking in the beginning in those first few seconds
sharp enthusiastic and expert in your field it's tonality and body language and this together these two things tonality and body language make up about 90 of human communication ninety percent of human communication tonight's about forty five percent this is forty five percent and the words are ten percent that's it the words only ten percent of communication yet sales people salesmen sales women they spend so much time over their words laboring on their words and they're missing 90 percent of their ability to communicate 90 is missing now there are two things you know in that first
few seconds that first let's say that first few minutes after that there's two messages that you must get across to a prospect and i'll tell you what they are number one the first thing of communication is starts off with this i care that first that must come across i care or you care that's got to come across right away and just you know this idea of like you know that oh you know well jordan you have a course well you have a lot of charisma you know well oh yeah you have charisma too she's got
charisma he doesn't have this idea of charisma right it's a load of [ __ ] charisma is not a gift for just me or him or every one of you can learn to have massive charisma [Music] you
