Quotes from Jordan Belfort

Wait a second, Bill: you mean to tell me that if I put you into Union Carbide at 7 and took you out at 32, and I put you into U.S. Steel at 16 and took you out at 41, and I put you into Facebook at 70 and took you out at 130, then you wouldn't be saying, 'Pick me up at least a few thousand shares of Microsoft right now, on the spot, come on'?

In addition, in the same way that you took as much time as you needed to write out the best possible version of yourself, you also wrote out a secondary and a tertiary version as well. This will ensure that you can keep talking about yourself intelligently if the sale drags on, forcing you to execute additional loops.

want to stand at a slight angle to another man, as opposed to directly in front of him. When a man faces another man, it creates for many a feeling of conflict and hostility, and it instantly takes the men out of rapport.

terms of the specifics, you're going to be saying things like: "We're the number-one this … we're the fastest-growing that … we're the foremost experts in this … The chairman of the board, a man named so?and-so, is one of the most astute minds in the entire XYZ industry … He's accomplished X … he's accomplished Y … and he's built this company around one thing above all: [whatever that is].

saying something along the lines of: "So, Bill, why don't we do this …" or "So, all I'm asking for is this …" and then transitioning directly into your close, which will end with you asking for the order a second time.

hands above waist level, where she can see them.

Here are a few quick examples of language patterns that work very well with this type of step-down approach: "If you give me 1 percent of your trust, I'll earn the other 99 percent." "Frankly, on such a small sale like this, after I split my commission with the firm and the government, I can't put puppy chow in my dog's bowl." "I'm obviously not getting rich here, but, again, this will serve as a benchmark for future business.

The rest of them, however, are going to require a bit more persuading, in the form of running additional loops that address one of the following three areas: Increasing their level of certainty for one or more of the Three Tens Lowering their action threshold Increasing their pain threshold

Speaking of eye contact, here's an interesting fact: if you don't make eye contact at least 72 percent of the time, people won't trust you. There have been detailed studies on this stuff, and 72 percent is the number. You can look it up online. Anything more, and you risk getting into a stare-off with somebody.

The third way is to use certain key phrases that paint a picture that runs counter to the worries and concerns that a typical high–action-threshold prospect ruminates on. Some examples of this are: "I'll hold your hand every step of the way" … "We pride ourselves on long-term relationships" … "We have blue-chip customer service.

you whip out your tube of BoomBoom, unscrew the cap, take a deep, prodigious blast up each nostril so you can literally feel the rush of the mint and citrus bathing your olfactory nerves, giving you that pleasant, invigorating burn.

Just one final point with this—and that's to never forget the ethical side of the equation, which is that you do not want to use pain to disempower people; you want to use it to empower people by helping them make good buying decisions, so they can have the things that they truly need.

Az egyetlen dolog, ami közted és a célod között áll nem más, mint az a szar sztori, amit magadnak adsz el?, hogy miért is nem lehet elérni mindazt, amit szeretnél.

if you don't make eye contact at least 72 percent of the time, people won't trust you. There have been detailed studies on this stuff, and 72 percent is the number. You can look it up online. Anything more, and you risk getting into a stare-off with somebody.

It sounds great, let me think about it …" or "Let me do a bit more research and I'll call you back.

One of the key reasons why you want to always use a script for prospecting is that each industry has its own unique set of questions that need to be asked in a certain order. If you try to wing it—as opposed to having all your questions mapped out in advance, in precisely the right order—then the chances of you remembering all the questions, or asking them all in the right order, is slim

In truth, there was more than one thing behind it, but at the heart of the transformation was a powerful visualization technique that I taught the Strattonites called future pacing.

would say, "Act as if you're a wealthy man, rich already, and you will become rich. Act as if you have unmatched confidence, and people will have confidence in you. Act as if you have all the answers, and the answers will come to you.

Narrowing your eyes even more while compressing your lips more intensely, if the above topic deals with one of the prospect's pain points. In addition, you'll continue to nod your head slowly while letting out the appropriate oohs and aahs to show that you actually feel your prospect's pain.

information or had a chance to review it, as there's an excellent possibility that he'll say "no" to at least one of those questions, which gives him an easy exit ramp out of the encounter. The way to avoid this is to simply ask him if the conversation "rings a bell," to which he will almost always reply with a yes.

forward when you ask an emotionally charged question, and then continuing to lean forward while your prospect answers (while also using the active listening techniques I laid out above in number 3).

said, "Act as if you're a wealthy man, rich already, and you will become rich. Act as if you have unmatched confidence, and you will become confident. Act as if you have all the answers and the answers will come to you!

Certainty, clarity, confidence, and courage. These are your linchpin states for achieving wealth and success. If you don't learn how to trigger them, then you're playing Russian roulette with your future—essentially hoping that you'll be in the right state when you enter a sales encounter, versus knowing you will be because you have a surefire strategy to do it. The name of that strategy is olfactory anchoring.

Remember, it's not the job of salespeople to turn nos into yeses; it's simply not what they do. Instead, we turn "Let me think about it" into a yes, and "Let me call you back" into a yes, and "I need to speak to my wife" into a yes, and "It's a bad time of year" into a yes.