b) The second component is the targeted use of body language principles which mostly emphasizes active listening. People don’t buy on logic; they buy on emotion and then justify their decision with logic. In terms of the split between logic and emotion, you’re always going to build airtight logical cases first and airtight emotional cases second. Why? Quite simply, by making the airtight logical case first, you satisfy your prospect’s bullshit detector, which then frees them up to be moved emotionally. in every sale, three core elements, known as The Three Tens, must line up in any prospect’s mind before you have a shot at closing them —> logically and emotionally, on a certainty scale from one to ten, your prospect must —> a. Take immediate control of the sales process and start building rapport while asking questions to the prospect.

the best way to dress is in a style that’s congruent with your profession —> when selling (in person) to another man (whether you are a man or a woman), “corner off” by standing at a light angle to the man, as opposed to directly in front of him. When selling to a woman, stand directly in front of her with your hand above waist level where she can see them —> to gain control; (1) match the other person without overtly copying/mirroring them (2) then lead them In episode 150, Sean Barnes converses with Evan Nierman, a prominent figure in crisis PR. They discuss Evan's journey, the significance of strong core values, and the balance of revenue in startup phase. They delve into entrepreneurship preparation, the impact of Cancel Culture and its prevention. The episode concludes with insights on crisis predictability, management plans, and the role of specialized PR firms.

c. NLP and Anchoring State- NLP anchoring means that humans can choose how they want to feel at a particular moment. The two core elements, of which are under a person’s conscious control. As a sales person, if you want to generate the same results in your buyers, you need to perfect a script that you repeat every time. In the book, Jordan Belfort outlines 10 core tonality patterns that you can use to build rapport with your prospect and increase their trust in you. Amongst them, phrasing a statement as a question taps into people’s agreeableness, and is especially useful when introducing yourself and asking for permission to sell. Using mystery and intrigue to justify your sales pitch like using the words “ because”, “ so”, “ reason” has an effect on people to agree with a request. Pair this with a low voice, just barely above a whisper, to create mystery, intrigue, and scarcity. Last but not least, close the sale with a reasonable tone. Everyone hates being pressured into a sale. Use a reasonable tone and ask “ Sound fair enough?” at the end of your presentation and your prospect will reciprocate by being reasonable with you. We are not won by arguments that we can analyze, but by the tone and temper, by the manner which is the man himself.

At any time if you get a sense they are now getting uncomfortable (being rude, laughing nervously) after 3 or 4 loops, the give them space and ask permission to reengage at a later date But, of course, the story doesn’t end there; and how could it, after all? I mean, how could a system that created such massive wealth and success for anyone who learned it simply fade away into obscurity? you need to become proficient in the art of reading from a script without sounding like you’re reading from a script; and second, you need to become proficient in the art of writing a script that will allow you to sound perfectly natural when you read it On 1,2,3 you must ensure you get the prospect to a level of certainty on both a logical and emotional level. c) The third component states that don’t say any stupid stuff while communicating with your prospect. Chapter 12 – The Art and Science of Looping

This book gives you power so you might as well use it responsibly. Jordan is gifted as he claims, gifted with the ability to sell anything to anyone. If he were a superhero, training salespeople would be his superpower, and there’s not a soul on the planet who does it better than him. He notes that you do not have to be in sales to use this system. You can use it from selling your great qualities in a job interview to selling anyone on a great idea. In his book Way of The Wolf, Jordan promises to shorten your sales cycle, increase your closing rate, develop a steady stream of customer referrals, and create customers for life. You must structure your script so that not all your benefits come out at the start as you need to save those benefits for subsequent loops that you use to increase the certainty within your buyer.

your success is still going to be contingent on your ability to trigger a key emotional state within yourself as you’re about to enter the sales encounter, and then maintain that state to the very end —> future pacing entails running an imaginary movie through your mind where you get to see yourself in the future having already achieved a certain outcome —> in terms of achieving success in sales, there are four key states that you need to learn how to trigger at will within state management. —> we call them the four Cs; certainty, clarity, confidence, and courage To close a sale under the Straight Line method, you must create level-10 certainty or confidence in the prospect’s mind on all three essentials, which Belfort calls the three tens. The First Certainty: The Product While definitely worth experimenting with, I think very specific tactics like this will vary person to person. With that said, the framework of sales as I’ll describe below made perfect sense to me the first time I read it, and I’m excited to begin testing it to see how it might work. d. The prospect must cross the threshold of uncertainty before he or she feels comfortable enough to buy. The way you talk with your prospect indicates how they perceive you. It is not only for the first four seconds but for the entire conversation as well.i still bought the actual first book, this one being a prequel, because it's not in first person and doesn't have a child POV. It's that one I had looked at and then made the mistake of buying this one instead. BUT THEN I RETURNED IT BECAUSE IT IS JUST AS BAD BUT WITH SOME MORE MISOGYNY SPRINKLED IN that usually goes completely over my head but this time it was so one the nose it had me cringing into a small ball it's baaad) You are playing the post-buying movie in the best possible fashion allowing the person to experience your products amazing benefits right now. There are some elements of the book that I just thought were overly specific to his personality (e.g. he linked moving into a “flow state” - what he calls a state of complete certainty - by using a specific smell in a tube that he carried with him)

They are lined up in your prospect’s mind before you persuade them to close the deal. The three core elements depend on the prospect’s current state of uncertainty. This episode features Kamie Lehmann (She’s Invincible Podcast), an inspiring individual who transitioned from Corporate America to Entrepreneurship. Kamie's story highlights the challenges and triumphs of her journey. The discussion digs into her experiences, including her venture into podcasting with the creation of the "Be Invincible Podcast School.” Listeners are taken on a journey of resilience and determination. Every word that comes out of your mouth is feeding into one single goal, which is to increase your prospect’s level of certainty to the highest possible level

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While making a sale, you need to keep in mind that you need to make an emotional connection with your prospect.