i'm jordan belfort and this is sales school [Music] all right here's the deals america gets back to work you want and need every possible advantage out there succeeding the new economy smart companies run on netsuite by oracle the world's number one cloud-based business system so receive your free guide right now at netsuite.com school here's the deal what are you selling in person or over the phone doesn't matter people still will make a mental image of you so if you're on the phone they will see you even though they can't see you and when you're in
person obviously people can see you now i always say you got four seconds to establish those three crucial things but what i also say is that that's when you're on the phone when you're in person you actually have 1 24th of a second that's how fast the brain reacts that's when the initial judgment gets made someone sees and we know this because we have these functional mri machines that actually they scan a person's brain while they're processing information and you can see when you flash someone a picture within 1 24th of a second the judgment
center of the brain lights up it's first the occipital cortex and right to the judgment separate and boom the decision gets made about someone it happens in 1 24th of a second and again in the same way as tonality because it's unconscious communication it's all based on patterns of behavior in other words when we are trying to move our body a certain way dress a certain way make a certain amount of eye contact a certain handshake even a certain vowel if you're in the east right what happens is there's an accepted way that experts dress
in certain professions how they greet you how they act how they move their bodies and in the same way as tonality we know what experts are supposed to look like not just sound like we know what they're supposed to look like and we know what they're not supposed to look like so i mentioned this a bit before i think about the law of congruency and it's also of course in your training but so much of body language comes down to this law of congruency which means the way you should dress is the way someone an
average person would expect an expert in your field to dress so for example i think i used this uh this one before if you're a plumber and you show up in a three-piece suit people are saying what the hell this is like this guy's gonna probably overcharge me or if you're driving a car you know mercedes-benz s-class they're gonna get nervous say wow how is this guy gonna pay for the suit you know how's he gonna pay for the car he's probably gonna overcharge me and conversely show up as a plumber looking like a schlubby
greased monkey you know when you and you you dirt all over you and there's like a tool belt hanging down halfway down your legs and your ass cracking showing right well that's not going to work very well either maybe you'll say well he's a plum but he's certainly a sloppy dirty plumber and he's probably gonna make my house a mess and leave my house here so you know dirty he's gonna bring track dirt in my house i don't want this guy anywhere near me so there's a certain best way to dress if you're a plumber
how it's pretty obvious you know you'd want to wear a crisp uniform with maybe your emblem your company name on it your name beneath that a nice fitting tool belt clean pressed clothes but you're not wearing like you know you know fancy elegant clothing here you're dressing congruently for your industry so again if you want to say you know how should i dress well look around where are how are the top producers in your industry dressing what do they wear that's what you should be wearing that's called wrapping your package it's one of the cornerstones
of body language wrapping your package for success and i can't tell you how many times you know i've been in situations where like just there was one person in the room and i could just tell by the way they were dressed by how they carried themselves by the way they made eye contact shook hands that they were people of power that they were the most important person in the room and the crazy part is whether i was right or wrong just imagine the currency that gets you in terms of the first four seconds of a
conversation taking control right so what you do with body language and wrapping your package is that you essentially open up the possibility of influence you get it it's not like you dress a certain way and you close a sale because you dressed a certain way that's not what i'm saying and i'm not saying that if you have like you know you make eye contact correctly and you shake a person's hand with the right handshake the point is body language is not about i'm gonna dress this way and that makes me a top producer rather it's
about dressing a certain way to open up the possibility for influence if you're perceived the wrong way you never get the shot to show your stuff you can't use the straight line because you can't take control of the sale so body language i look at it like this there are some things that we can control we can control the way we dress we can control the way we shake hands with someone we can control the amount of eye contact we make these things are easily within our control we can control how far away we stand
from someone being control if it's a man should we be directly in front or corner off that all of these tactics and strategies are in the training you have to learn them but the point here is that if you don't apply them shame on you these are easy things to learn they're just like okay when i'm in front of a man i'm gonna stand seriously it's like that's stupid simple right so what this does it essentially tips the odds in your favor imagine it's like creating this almost downhill slope for you to go down to
close the sail versus you being perceived the wrong way and you're fighting this uphill battle the entire time because you haven't perceived correctly so you could be an expert in your fields you could sound good but because you dressed the wrong way or didn't make the appropriate amount of eye contact or shook hands way to piss someone off will put them off make them think he doesn't care about me or you know whatever he's trying to be dominant with like you know the crazy rag doll handshake or the limp wrist the dead fish handshake right
if you do these things what they do is they're like almost like notches against you and very often in selling it's not any one thing that you do that causes you not to close the sale it's very often death by a thousand cuts it's like a nick a nick here a nickname before it's too many nicks against you and before you know it the sum of all those nicks said you know what i just don't trust that person i don't really like them and it mostly comes down to that that second ten you the salesperson
too many nicks against you these are easy things to use to your advantage so why not use them you get it you
