i'm jordan belfort and this is sales school we have this graph and this is what's always funny because this graph about you know 45 percent of communication is body language 45 of communication is tonality and ten percent is the words and when i first heard that it was with bandler and nlp and i was like i don't bull that does not make sense to me whatsoever just doesn't how could only 10 percent of my communication be words when if i put myself in the other person's shoes like i'm being sold to when a salesman is
selling me i am hanging on their every word i'm analyzing the meaning of each word what the phrase means you get it i am like i'm hanging on their worse so to say that ten percent of communication is words just is on on its face just it's a prime faction nonsense right and the interesting thing is that that is out there like in the whole world of communication training and nlp you know people just take that at face value and the problem with it is that's not what bandler had meant unfortunately the people who teach
nlp don't go into that at all so when i started actually thinking it through and when i really started to i i i first learned nlp before i created even straight line 1.0 really 2.0 for the box system i many years back i created i actually went through nlp training because i wanted to really understand my own strategy and i was fortunate that bannon read my book we became good friends right but the the point was is that i hadn't really thought it through when i first heard of my 45 hmm that strikes me as
being just nonsensical right but then when i actually start to think it's like oh wait a second i see what's going on what what it means really is that 90 of the time we are communicating without speaking you get it like in other words there's so much unconscious communication that if you took in all communication you'd find that only 10 of the time the communication was a result of words the rest of the time you're communicating through your body language and your tonality grunts groans how you dress how your your facial expressions right your even
a little laughter how you laugh all these things that's what's going on however in those 10 of the times when you open up your mouth and actually speak your words matter 100 percent you get it the words have to be right the words matter they matter more than anything you know what because i'll tell you this because if the words don't add up you can't a create an airtight logical case it falls apart which means you can't get someone to a very high number on the certain scale even for the first ten and b future
pacing is done through words it's done by constructing language patterns that allow the prospect to see themselves in the future using your product your good your service using it in the future and feeling good about it because they that you allow them to experience the benefits now that they would have to normally wait for in the future and by doing that you make it real in their mind you can't do that without words the words are everything [Music] you
