i'm jordan belfort and this is sales school got a great one today it's a certain tactic that i refer to as active listening and of course you know what that is by now i hope so if not please review the intensives but i want to talk about that right now in terms of the practical application today and for the rest of this week just remember something that the the biggest mistake that the average untrained salesperson makes is that they think that rapport is like that whole thing oh my god that's a fishery well i love
that i love fishing you love fishing i love the guys this guy has a gun for duck oh my god i love duck hunting if it's elk oh my god elf my favorite animal you know that sort of i like it you like it oh my god that's repulsive to people that's not where rapport gets built the the most powerful way hands down besides this you have those first four seconds right you establish yourself a certain way sharp enthusiastic expert right opens up the possibility to influence and you're already by some account building rapport as
a default but real rapport the deeper levels of rapport are built when you ask the prospect a relevant question using the right tonality and then as he responds or she responds exaggerating a bit but the point is it's those little grunts and groans your facial expression you're hanging on to every word what does that say it says i care i'm interested that's the power of act i gotcha yup we see that we see the world yup uh-huh we're on the same page that's rapport i'm just like it's called like dr childini right professor you know
he is i'm sure i just studied people right brilliant guy right he had these six things that dictate you know that all sales people use their they're not you can't use them to be a sales person but they're just things that they're part of like the straight line since i rely on these but in a practical system so chaldini was it's scarcity you know people want to buy what there's less of so salespeople will infuse scarcity into their office it's powerful to make people take action right there's something called consistency meaning people want to remain
consistent with things they said out loud or actions they've taken we use that with the straight line at various points we have authority expert in your field right you have reciprocity meaning that if you can give someone even a compliment that's creating some amount of reciprocity or when you care it's like the golden rule do unto others as they do unto you and then at a higher level like at stratton we'd send someone a book on the first call we just said you know and then they received this book that had some value and they
felt obligated because of reciprocity okay to essentially get back on the phone again then you have social proof meaning not testimonials people want to act also called consensus people want to act with the crowd okay and lastly likability that's your last one of cellini's influencing things you know people want to do business people who not are just not like just like the meaning oh my god fishing not that people process the world who see things generally the same way you understand that's what that really means you get it active listening please focus on that this
week and going forward make this your active listening where when you're asking questions watch your tonality when you ask your question so ask your question in the right tonality mm-hmm so you might say something so what's your what's your biggest you know worry right now what's your biggest headache you know what's really keeping you up you know what's that one thing right now with your current system that's just really you know kind of keeping you up at night not so what's the one thing keep it up and i know what's the one thing that that's
not going to work and so you ask in the right tonality and uh-huh follow-up remember you lean forward into emotion logic so you lean back for logic throw into emotion those elements of body language tonalities grunts and groans that's where where real rapport gets built all right love you all we'll talk again tomorrow apply this stuff in the field today on the phone you'll see results you
