i'm jordan belfort and this is sales school netsuite is the world's number one cloud business system bottom line it gives you visibility and control over your financials hr inventory e-commerce and more it's everything you need all in one place in fact over 21 000 companies using that suite right now so you'll be in great company right alongside them so let netsuite show you how they'll benefit your business with a free product tour at netsuite. com school hey everybody jb here and welcome to sales school this is the place where every day five days a week i'm giving you a awesome tip or strategy that will allow you to increase your sales become a top producer in your field and also mixed in with that i have other top producers top trainers from around the world come on sales school and give their top tips as well because i believe no one has monopoly on great ideas and great information and someone like mark locke today's guest certainly falls into that category as not only a top producer but also a top trainer in sales marketing just an all-around great guy someone i go through for advice when it comes to branding so mark welcome to sales school good to be here excited to share some of the uh some of the tips with your community awesome grip so here's the deal num what's that one i know you have a lot of stuff you teach but in terms of sales and persuasion i know you're really more on the brand side but it's obviously sales involved what's that one thing that you think defines your methodology that will give the most value to my audience if you do it in three or four minutes then we'll talk about it and dig deeper cool so again it was tough for me to think about just one but this is something that i train my sales guys all the time on it's not necessarily something that i made up but i think i made up the acronym um for myself and it's cqvfy client you you definitely made that up by the way because i did you're you're the legend so you would know i made that up say it again c was it cq cq v fy client quantifies value for you okay let's go through it so the way that you get the client to quantify the value for you instead of you trying to with sales tactics build in the value you just get the client to tell you what the value would be worth to them so the one of the ways that you do that is logically one of the other ways you do that is emotionally because some people are motivated by logic versus emotion so i do both here's how you do it how you quantify it logically is ideally with money so i'd say jordan what would it be worth to you to have me and a bunch of expert marketers coach you and support you every single week for an entire year what would that be worth to you and your business and you would say well i don't know a hundred grand 200 grand and i go great so you're saying just to reiterate it'd be worth at least 100 to 200 grand to have me and a bunch of expert marketers support you every week and you said yes i go great so it's worth 100 to 200 grand now emotionally i'd get you to quantify it and i'd say you know you were telling me earlier that it's stressful to not have consistent sales that you're worried about your business future because you don't know what's going to happen because your sales your marketing is all messed up so you told me it's stressful it gives you anxiety you can't sleep at night so on a scale of 1 to 10 how much confidence and peace of mind will you have knowing you have a proven process and blueprint to follow for the next 12 months because you've invested in working with the best marketing and sales trainers to help make sure that you get amazing results and you never have to worry about that again on a scale of one to ten how much confidence and peace of mind are you gonna have jordan says yeah all about to be a nine or ten amazing yeah and so so now i've gotten you to quantify the value for me on a scale of one to ten emotionally and then i've gotten you to quantify the value logically with money so then i reiterate so jordan just to make sure i heard you correctly you'll have a nine out of ten confidence when you make this investment you'll also have at least a hundred to two hundred thousand dollars of value in the next 12 months i just want to make sure i heard you correct is that accurate right so you're getting a very tangible amount like what's what it's actually getting them to say out loud what it's worth them both in a logical and emotional level yep cq vfy the client quantifies the value for you got it cqvfy boom okay got it question so where in the sales process and then it is i think this is probably either a telephone call or a zoom call typically for your sale is that what they're doing it can be also over a wh webinar or on stage yeah one to many but yes traditionally if it was a one to one or face to face enough where in the process does this occur so does it occur like right out of the gate as an opener or is there an opener that comes in then at a certain point while you're asking other questions this is one of those questions where does this fit in the syntax of the sale so i like to look at it kind of as the silver bullet the one that's going to make sure you can help solidify the sale by quantifying that value because who wouldn't invest 10 or 20 grand if they just said it's worth 100 to 200 000. so what i like to do in the beginning of the process is build that rapport that connection and the trust so it wouldn't happen then because it does kind of potentially if you do it elegantly with a good cadence it won't come off salesy but it could if you do it wrong um so i like to first build the rapport and the connection and then on the journey of so jordan here's where you are i want to ask you questions about where you are in your life your business what have you tried what's working what's not how does it make you feel to be spinning your wheels what does it cost you to not already invest in getting this type of support and where do you want to be what is the goals what is the outcomes what they're going to do for your personal life your business your employees yourself emotionally and logically and once i've created that gap i know where you are where you want to be then i use the the cqvfy formula to start to quantify what is the value for me to take you from where you are to the destination you want because my investment is the transportation and so the cqvfy formula gets you to quantify and tell me what is the transportation worth to get you from where you are to where you want to go so first i establish where you are where you want to go and then i use the cqvfy formula to get you to quantify the value of investing in my transportation because i could say jordan it sounds to me pretty strange that somebody would say it's worth a hundred to two hundred thousand dollars but you wouldn't invest five thousand dollars to make a 20x return and now i can get down to the true objection because if it's not the value then we can have then we can get down to what it really is about so let me let me just make sure i understand what i think there's one part that still hasn't been clarified yet so okay so step one right obviously introduction build rapport wrap a bot and then you start engaging in that you know very powerful important question and answer where you're get gathering intelligence seeing what their needs are their values their pain points right and then at the end of that after you've sort of gotten all that stuff out that's when you go for the cqf vr right yeah cc right okay then you so then you go there and then after they say yep that's and they tell you those answers then you offer your solution or have you know do you first let before you offer your you know you say okay well let me tell you about exactly what we do here so obviously you have to build the value explain what you do but the point is so you you're first saying what it's worth to them to have this pride and then you're gonna explain the product or does that come first so there would be two different scenarios one is did you did you cold outreach and they don't know who the hell you are what you offer or did they come in pre-qualified pre-educated too completely let's say let's say yes good question so that's a good good point so let's say they came out we came as a million is you know not million but there's probably three or four different scenarios so let's say they came in and they've been through a funnel so they know they know the basics about it but you know they like most people they probably you know whatever they've heard they maybe you know it's kind of starting to wear off but so they need to be sort of you know kind of you know re-educated a bit but they have a context right so they're interested but so the let's say they came in through a funnel would you assume that they knew everything or would you then would you take a few moments somewhere to try to say so let me very quickly tell you how this program or how our process works all right listen you need to tell me that running a business is hard work but if you're still using quickbooks and spreadsheets chances are that you're making it far more difficult than it needs to be that's why it is time to upgrade now to netsuite by oracle stop paying for multiple systems don't give you the information you need when you need it and ditch all those spreadsheets and old outdated software pros that you've outgrown and just upgrade now netsuite is the world's number one cloud business system bottom line it gives you visibility and control of your financials hr inventory e-commerce and more it's everything you need all in one place best of all netsuite is for everyone whether your business is doing a million dollars or a hundred million dollars a year you're going to save a ton of money and a ton of time as well with netsuite in fact there were 21 000 companies using that suite right now so you'll be in great company right alongside them so let netsuite show you how they'll benefit your business with a free product tour at netsuite.
com school yeah so one of the things i like to do is spend 90 of my time acquiring information on what the destination is you want to arrive at how do i make you feel what that'll be worth to you and again get you to quantify the logical and emotional benefits of arriving there then i say so jordan we have a lot of different ways that we serve and support people in getting to that destination based on where you're at so what i like to do is i call it the the three option takeaway and i say we've got three options that we can talk about that can serve and support you in getting to your outcome but so this is now where you offer your source after the cq efy the vfy right that's when you off now you offer your solutions and you do it in the form of a three option with a takeaway correct okay so explain that yep so the three option takeaway is i'll say so jordan just for clarity i probably would have stated this earlier in the conversation just as just for clarity because we're getting contextual about where does what land so in the beginning i would have said jordan just so we're on the same page are you are you available for the next 30 minutes you'd say yes i'd say great and just for additional clarity the intention of this call is twofold first it's for me to get an idea of where you are where you want to go and then the second part of the conversation is for me to discern and give my absolute best professional guidance on which of our options can best get you to where you want to go in the most cost efficient effective way is that okay with you yep and then so then i can bring it back up and i can bring it back up later so i'm controlling the conversation as you teach and then what i'm going to do is i'm going to say so remember earlier i said my job is to figure out the best way to get you to what you want well there's three ways we can help you but after talking with you for the last 25 minutes i can tell you two of them aren't even worth discussing so if it's okay with you i only want to talk about the most effective and best way that you can get there for your situation is it okay if we only talk about that one yep and so now what i've done is i've taken every other option off the table and i've now most sales people as you know you're the pro they struggle transitioning to the close they're like where did where do i make the awkward transition between conversation and close that's it if you do a good job as you teach the straight line you're never going to have this issue so this is just my own version of it my two i love it no it's i think it's great i think what you've done is what you've done is you're on you're very much on the straight line you're just putting you have these very clear like i think what people struggle with is often these sort of transitions from one like how do you go from introducing yourself to building reports and start asking questions in a natural way right that doesn't break rapport then how do you transition from you know once you have the basic intelligence what you're doing is you're building the value making them say you know what it's really worth them to solve the problem you're ferreting out the problem then saying and what's that really worth you if you could solve this problem you know what would that be worth to you both monetarily and in terms of your peace or mind or general well-being right and then you're saying okay well based on everything you said to me right then you're gonna have these this you know these three things that we do here honestly after knowing now what you know what i know about you and thank you for being so honest up front i would say two of them are just like just honestly they're just not right for you this third one is a perfect fit for you so let's go through that one i'm gonna need about x number of minutes is that good great right boom exotic and at that point either a little before that or right after that then i could bring up those questions and i could say so what would it be worth to you now that i talked to you a little bit about the the vehicle the transportation but i've really established the destination i already know exactly where you want to go because nobody really cares about the transportation they care about the destination and so in this scenario now i'm going to talk about the transportation my job was to first know where are you what have you tried where are you trying to go what's working what's not and then talk about at one point i've taken two options of transportation off the table i've only left one let's quickly talk about this one and then i could say what would it be worth to you and then that's where i do the cpu vfy formula brilliant all right so um that was awesome everyone listen uh you know mark someone i know for many years i actually use mark from consulting for my own branding he's an expert at that he's got great stuff so how do they find out more about what you teach where do they find you is it uh what is it marklock. com or no there is marklight. com you can look at marklak on social media or you can go to shorten shortenthegap.
