i'm jordan belfort and this is sales school if you're a business owner you don't need me to tell you that running a business is tough don't let quickbooks and spreadsheets slow you down anymore now is the time to upgrade to netsuite by oracle the world's number one cloud-based business system schedule your free product tour right now at netsuite.com wolf that's netsuite.com all right let's rock on i got a great clip for you here for customer self you're gonna love this one all right it's a story all right so listen up enjoy it and we'll talk
again tomorrow take care use gifts correctly the best example of this i've ever heard was a guy at ford motor company he was um he the guy from ford tells the story how there was a buyer who was trying to uh uh a guy who was trying to sell ford motor company rubber parts for years and years as it could it's a huge account for if you get into ford's it's like just a massive business right and ford had us the guy the buyer had a supplier that he was happy that he couldn't didn't have
business for this other guy the other guy would whine him and dine him for years trying to break the account and couldn't get it one day while they're out for lunch and he's whining and dying this guy from ford he happens to get into the conversation of football and the guy from ford tells the salesman yeah my son loves this football player in chicago he's a famous quarterback he's just idolized them well it just so happened that this guy had a relationship with someone who knew that quarterback he got that quarterback to sign a football
okay a forty dollar football to dear johnny from you know yours truly the guy to his son remember the family name he then shipped the football to the ford motor guy and said here i just i thought this would be really nice for your son best wishes you know joe the guy from ford was so blown away he called because wow i just can't even my son got this football he was blown he was crying was his idol of all time listen i don't have anything for you right now but just i mean no thank
you so much four weeks later he landed the rubber account for like 180 million dollar account from a forty dollar football that's how you use gifts correctly at the heart of all great gift giving is this one single concept it's called identifying your client's aliveness what makes them feel alive outside of the office for example the worst christmas gift you can give a plumber is a wrench christmas here's a wrench it's like douchebag and i gotta remember the best gift you can give a plumber is maybe tickets to a sporting event that he loves let's
say you happen to know that he's a wild rugby fan and you give him tickets to this great game of his favorite team he's going to say wow that's unbelievable thank you so much it matters to me it matters to his aliveness but let's say you didn't take the time out to find out what his favorite team is and you gave it to the team he hates imagine it was collingwood and he was another fan everyone hates collingwood right you gave him kyle he'll say that douche doesn't hate you he'll hate you for giving the
wrong gift give your gifts carefully find out what they like specifically and fill that need don't give your gifts randomly give your gifts carefully calculated people have different interests everyone has their own hobbies and stuff that makes them feel alive outside of work an example of a great gift would be let's say you have someone who loves going around the world you know they love to go and travel and eat great food a nice living room you know coffee table book of great restaurants of the world something like that or great travel locations of the
world let's say you have a client who loves to go hunting and fishing a one-year subscription to field and stream magazine every month that comes through his door courtesy of you that is a magazine that matters to that person but if you're not going to send field and stream to martha stewart lover right you get it you have to know what makes someone feel alive and nothing makes them feel more alive than when their children smile you
