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 talk about a very important topic you know what it is tonality tonality tonality like you know what i always forget myself sometimes i forget because they just so natural to me about the impact that
my tonality has on people i almost forget it sometimes because i just take it for granted my tonality is unconscious my mind always applies the right tonality at the exact right moment it's only when i hear myself when i watch tapes of myself and i'm like damn i'm like i'm like that was some powerful stuff that i start to realize just just remember this i'm going to ask you to cuban me today i want you to tape yourself i want you to do me a favor i want you to tape yourself at some point today
just spend like you know one one let's say if you're on the phone selling just you know without the client just your end tape the first three or four minutes of a phone call today at some point and i want you to take that call and be absolutely conscious of your tonality i want you to take the call with tonality being on your mind i'm just going to focus on my tonality every getting every word right every beat right there just focus on that and let everything else happen the way it normally happens i want
you to just do it just one little period today just for few me do this all right and then don't do anything with that and then tomorrow i want you to tape another call same two or three saturday just take a short period two or three minutes of this the same part of the sale but don't think about tonality just you let your unconscious mind guide you know i want you to do one will you specifically make sure that you use tonality at the highest level and i want you the same call a day after
i wanted the whole day to lapse right where you just would do the same thing but don't think about it just think about selling your words just don't focus on the tonality and then what i want you to do when those two you have those two days right boom boom and it could be even the day it's not like something you can do marshalls and it will exercise to show you the difference right and i want you to listen to those two side by side on your computer and tell me if you can't see a
difference or hear a difference in just how persuasive you sounded how powerful your words even the power to have were you when you heard it with the exact right tonality applied i'm telling you there's because the reason i'm telling you this is because very few of you are probably at the point where you're unconsciously competent with tonality like i am if you are great you don't need to do this right but for mostly you're probably at the point where you're very consciously competent but you're still not quite there with all of the tonalities all of
the time but if i tell you to really consciously apply it you know exactly when to raise your voice lower your voice speed up slow down you know the fraser declares those questions the right way watch just and just your own your own eyes you just watch yourself as an independent observer of your own sales and tell me if you can't see the difference when you consciously apply the right tonality never forget this just never forget it because what i want you to do is once you hear the difference i want you to spend the
next few days just focusing on tonality but don't do it first do the test i want you to first hear the difference i think you forget sometimes you forget just how impactful it is when you say to someone in the exact right gym reason for the call today something just came across this it is the it's very in the gym something just came up there's like there's like this much of a difference in your tone of voice but the impact on the other person is just immense never forget that i've said to you many times
you know the tonality we use are the secret weapons of influence tonality is a weapon and on some level it may seem like it's a ban i mean a weapon for bad this is a weapon for good your tonality what it's basically doing just understand your tonality and i've said this to you before maybe you've forgotten right if you beat the certification you definitely shouldn't have forgotten to say that eight thousand times right tonality allows you to apply extra words to whatever you are saying to a word or a phrase so that it gives that
word or phrase extra meanings they get extra words on top of it so i say to you know how you doing today you're like okay you know when i say hi jim how are you today you say you know that i know that i know that you know that you don't really give a how i'm doing today versus how you doing today jim you're like oh okay he really wants to know just a little bit of difference oh he really wants to know wow and and those are the actual words you hear wow he really
wants to know she really wants to know i say now jim the reason for the call today you're like yeah wow this must be important what's that it's like some mystery intrigue involved see something just came across my if i say to jim something just came across my desk it's not the same thing as jim something just came across my desk it's just not you don't you hear additional words you're like wow what what just came across this with you can't help yourself your mind your unconscious mind immediately interprets the tonality and adds on the
extra words and then it causes your conscious mind to apply meaning what do those words mean and remember your unconscious mind has unlimited power to process while your conscious mind has very limited power to process you have that spinning wheel of death in a computer which is your random access memory your ram that short-term memory of a computer when it maxes out you get what spinning wheel of death right when the long-term memory max is that you know what happens i actually just had that by the way i actually maxed out my computer's long-term memory
you know what happened the computer i had to get it take it back to the mag something happened and never had this where it actually allowed me to go past the point where the computer wouldn't operate anymore usually you get a warning you're approaching maximum capacity right well this damn thing didn't do that right and it allowed me to actually exceed the computer's long-term memory storage you know what happened i couldn't start my computer it won't function very different story okay between short-term and long-term memory short-term memory is like you know when you say how
you doing today you're like wow he really and you now you he's like in that moment operating system okay trust me use your tonality practice practice practice start with this little test here see where you are i promise you once you realize that you're probably not quite as proficient as you thought you will see that it definitely makes sense to give it one more dose of training here to make sure you have all 10 tonalities exactly right all right love you all talking tomorrow [Music] you
