{"id":26670,"date":"2021-02-10T20:44:51","date_gmt":"2021-02-11T00:44:51","guid":{"rendered":"https:\/\/www.shortform.com\/blog\/?p=26670"},"modified":"2021-02-11T17:30:46","modified_gmt":"2021-02-11T21:30:46","slug":"salesman-tips-and-tricks","status":"publish","type":"post","link":"https:\/\/www.shortform.com\/blog\/salesman-tips-and-tricks\/","title":{"rendered":"Salesman Tips and Tricks: The Top 4 Strategies"},"content":{"rendered":"\n

Do you want to learn the best salesman tips and tricks? Do you want to know about the Jordan Belfort selling techniques from Way of the Wolf?<\/em><\/p>\n\n\n\n

Even if \u201csales\u201d is not your industry, it\u2019s useful to learn these salesman tips and tricks because everyone has to sell in life. The Jordan Belfort selling techniques are based around \u201cethical persuasion\u201d<\/strong>: They don\u2019t change anything about your life or a product you\u2019re selling, but they do help persuade people to look at these things in a different light.<\/p>\n\n\n\n

Keep reading to learn what the best salesman tips and tricks are.<\/p>\n\n\n\n\n\n\n\n

The Best Salesman Tips and Tricks<\/h2>\n\n\n\n

It\u2019s useful to learn these salesman tips and tricks even if \u201csales\u201d is not your industry because everyone has to sell in life. Consider applying for a job, trying to find a date, or convincing some friends to travel to see you. These are all sales. The Jordan Belfort selling techniques are \u201cethical persuasion\u201d <\/strong>techniques: ways to frame yourself, your life, or any product in a way that looks attractive. They don\u2019t change anything about your life or a product you\u2019re selling, but they do help persuade people to look at these things in a different light.<\/p>\n\n\n\n

Dress Professionally<\/strong><\/h4>\n\n\n\n

The first of the salesman tips and tricks involves appearance. Your only get four seconds to make a good impression<\/a> and appearance is a huge part of that. Dressing and looking professional is important\u2014looking like you have your life in order<\/a> can help you project confidence. <\/p>\n\n\n\n

This begins with dress: Wearing a suit (for a man or woman) projects power.<\/strong> Too much cologne or perfume, or showing up somewhere looking like you\u2019re going to a club or a gym, and people won\u2019t take you seriously.<\/p>\n\n\n\n

For men\u2019s facial hair, anything other than a very closely cropped beard or mustache looks unkempt and suggests a lack of care or pride (obviously there are exceptions like in the Middle East, where wearing a beard is customary). <\/p>\n\n\n\n

The equivalent for a woman would be some sort of extreme hairdo or excessive jewelry. On this note, the worst thing a man can wear is a pinky ring with a big diamond in it. It gives off the look of a hustler. <\/p>\n\n\n\n

On the whole, the most important thing is to dress in congruence with what your profession is. If you\u2019re a plumber it wouldn\u2019t make sense to show up in a suit. Rather, you\u2019d be in a crisp uniform. <\/p>\n\n\n\n

Build a Script<\/strong><\/h4>\n\n\n\n

You might have an idea at this point in your head about how to close a sale<\/a>. But these salesman tips and tricks will help you close an even higher percentage. The secret is that the most successful salespeople don\u2019t leave anything to chance. The Jordan Belfort selling techniques include working off of a script. <\/strong><\/p>\n\n\n\n

Certain people simply have more charisma<\/a> than others. Fortunately, even if you don\u2019t possess any natural charisma, you can still connect with people\u2014it\u2019s a learnable skill, and you don\u2019t even need to have that<\/em> <\/strong>much to be a good salesperson. It is about maintaining the right tone and the right body language<\/a> at the right time, as well as not saying stupid stuff. <\/strong>This is actually the hardest for most people, and once stupid stuff starts coming out of people\u2019s mouths, it is not likely to stop. This is novice behavior that the prospect picks up very quickly, ending any chance of a sale. <\/p>\n\n\n\n

Experts, on the other hand, mostly say smart things. It\u2019s sounding<\/em> <\/strong>like an expert that gets you paid, and this is why you need a script. The Straight Line script is the perfect sale <\/strong>condensed into script. If it doesn\u2019t work out after you follow this script and maintain good tone and body language<\/a>, pack up and move on without much consternation. <\/p>\n\n\n\n

Match and Find Tones<\/strong><\/h4>\n\n\n\n

Another one of the important salesman tips and tricks is to match and find tones of your prospect. Whatever your prospect gives you, from \u201cyeah, maybe\u201d to \u201cit sounds pretty great,\u201d reply \u201cit really is great!\u201d and then move into your follow-up presentation. However, where you match<\/em> <\/strong>your prospect is in tone<\/em>. This is because you\u2019re trying to pace and then lead.<\/strong> If you believe your prospect is below a 3 out of 10 on the certainty scale, though, then you might as well end the pitch and move on. Mostly, though, once you\u2019ve reached this point in the sale the responses are going to be between 5 and 7 after the first go around. <\/p>\n\n\n\n

Important note: The follow-up presentation (a repeat of the first presentation while adding some additional benefits of the product) needs to be basically perfect and perfectly delivered. <\/strong>The prospect has already heard your pitch once and so might have less patience for the follow-up. But, if you do get to the end, ask the same question: \u201cDo you see what I\u2019m saying? Do you like the idea?\u201d <\/p>\n\n\n\n

At this point, you should have weeded out anyone who\u2019s not going to give you some type of yes. But now you\u2019re looking for more than a basic yes. The prospect has five numbers in his buying combination and you\u2019re picking the lock. You need to get the certainty in the producer up to at least an 8. The prospect should give back an enthusiastic yes, like \u201cI love the idea!\u201d And you will respond in kind with enthusiasm. <\/p>\n\n\n\n

Next, the prospect will move on to the second of the three tens<\/a>, the salesperson (you). Use the mystery and intrigue <\/strong>tone here, and say \u201clet me ask you another question.\u201d Then, move to the implied obviousness <\/strong>tone, and ask whether, if you had been your prospect\u2019s broker for the last few years, they would be saying \u201clet me think about it.\u201d They\u2019d probably be buying right now. The prospect would probably agree that this would be different if you had a previous relationship. This is admitting<\/em> <\/strong>that trust with you<\/em> <\/strong>is now at the center of your challenge. If they don\u2019t admit this right away, you have to keep pushing until they do. At this point, they\u2019ll almost always agree.<\/p>\n\n\n\n

Seal the Deal<\/strong><\/h4>\n\n\n\n

After all this, the prospect might be getting ready to buy. They\u2019ll ask a question like, \u201cHow much was that again?\u201d If you answer simply \u201c$3,000,\u201d you\u2019ve made a mistake.<\/p>\n\n\n\n

If you are just<\/em> <\/strong>answering about the money, then what the prospect will hear is they\u2019re paying $3,000 and getting nothing out, even if you already laid out the benefits before. The proper way to respond is to say, \u201cThis represents a cash outlay of only $3,000, and let me tell you what that will get you…\u201d and then go on to name the benefits again and remind them how simple it is to buy. Use this answer to play down <\/em>how much the prospect is spending vs. how much they are getting back. Then, end with something like \u201csound fair?\u201d <\/p>\n\n\n\n

Remember that no matter what, until the money changes hands the deal is not closed, so always keep in touch with the prospect, especially if it\u2019s a complex deal that requires lawyers\u2019 involvement and due diligence checks. <\/p>\n\n\n\n

Make sure that these communications during the waiting period come from a position of strength. Even though you know the deal is not technically finished, act like it is.<\/p>\n","protected":false},"excerpt":{"rendered":"

Do you want to learn the best salesman tips and tricks? Do you want to know about the Jordan Belfort selling techniques from Way of the Wolf? Even if \u201csales\u201d is not your industry, it\u2019s useful to learn these salesman tips and tricks because everyone has to sell in life. The Jordan Belfort selling techniques are based around \u201cethical persuasion\u201d: They don\u2019t change anything about your life or a product you\u2019re selling, but they do help persuade people to look at these things in a different light. Keep reading to learn what the best salesman tips and tricks are.<\/p>\n","protected":false},"author":8,"featured_media":18207,"comment_status":"open","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"_jetpack_memberships_contains_paid_content":false,"footnotes":""},"categories":[79,103],"tags":[206],"class_list":["post-26670","post","type-post","status-publish","format-standard","has-post-thumbnail","hentry","category-entrepreneurship","category-sales","tag-way-of-the-wolf","","tg-column-two"],"yoast_head":"\nSalesman Tips and Tricks: The Top 4 Strategies - Shortform Books<\/title>\n<meta name=\"description\" content=\"Even if you're not in an actual sales job, it\u2019s useful to learn these salesman tips and tricks because everyone has to sell in life.\" \/>\n<meta name=\"robots\" content=\"index, follow, max-snippet:-1, max-image-preview:large, max-video-preview:-1\" \/>\n<link rel=\"canonical\" href=\"https:\/\/www.shortform.com\/blog\/salesman-tips-and-tricks\/\" \/>\n<meta property=\"og:locale\" content=\"en_US\" \/>\n<meta property=\"og:type\" content=\"article\" \/>\n<meta property=\"og:title\" content=\"Salesman Tips and Tricks: The Top 4 Strategies\" \/>\n<meta property=\"og:description\" content=\"Even if you're not in an actual sales job, it\u2019s useful to learn these salesman tips and tricks because everyone has to sell in life.\" \/>\n<meta property=\"og:url\" content=\"https:\/\/www.shortform.com\/blog\/salesman-tips-and-tricks\/\" \/>\n<meta property=\"og:site_name\" content=\"Shortform Books\" \/>\n<meta property=\"article:published_time\" content=\"2021-02-11T00:44:51+00:00\" \/>\n<meta property=\"article:modified_time\" content=\"2021-02-11T21:30:46+00:00\" \/>\n<meta property=\"og:image\" content=\"https:\/\/s3.amazonaws.com\/wordpress.shortform.com\/blog\/wp-content\/uploads\/2020\/11\/what-color-is-my-parachute-15-scaled.jpg\" \/>\n\t<meta property=\"og:image:width\" content=\"2560\" \/>\n\t<meta property=\"og:image:height\" content=\"1707\" \/>\n\t<meta property=\"og:image:type\" content=\"image\/jpeg\" \/>\n<meta name=\"author\" content=\"Hannah Aster\" \/>\n<meta name=\"twitter:card\" content=\"summary_large_image\" \/>\n<meta name=\"twitter:label1\" content=\"Written by\" \/>\n\t<meta name=\"twitter:data1\" content=\"Hannah Aster\" \/>\n\t<meta name=\"twitter:label2\" content=\"Est. reading time\" \/>\n\t<meta name=\"twitter:data2\" content=\"6 minutes\" \/>\n<script type=\"application\/ld+json\" class=\"yoast-schema-graph\">{\"@context\":\"https:\/\/schema.org\",\"@graph\":[{\"@type\":\"Article\",\"@id\":\"https:\/\/www.shortform.com\/blog\/salesman-tips-and-tricks\/#article\",\"isPartOf\":{\"@id\":\"https:\/\/www.shortform.com\/blog\/salesman-tips-and-tricks\/\"},\"author\":{\"name\":\"Hannah Aster\",\"@id\":\"https:\/\/www.shortform.com\/blog\/#\/schema\/person\/f39f52830e4f7039a16e45d12354542f\"},\"headline\":\"Salesman Tips and Tricks: The Top 4 Strategies\",\"datePublished\":\"2021-02-11T00:44:51+00:00\",\"dateModified\":\"2021-02-11T21:30:46+00:00\",\"mainEntityOfPage\":{\"@id\":\"https:\/\/www.shortform.com\/blog\/salesman-tips-and-tricks\/\"},\"wordCount\":1266,\"commentCount\":0,\"publisher\":{\"@id\":\"https:\/\/www.shortform.com\/blog\/#organization\"},\"image\":{\"@id\":\"https:\/\/www.shortform.com\/blog\/salesman-tips-and-tricks\/#primaryimage\"},\"thumbnailUrl\":\"https:\/\/www.shortform.com\/blog\/wp-content\/uploads\/2020\/11\/what-color-is-my-parachute-15-scaled.jpg\",\"keywords\":[\"Way of the Wolf\"],\"articleSection\":[\"Entrepreneurship\",\"Sales\"],\"inLanguage\":\"en-US\",\"potentialAction\":[{\"@type\":\"CommentAction\",\"name\":\"Comment\",\"target\":[\"https:\/\/www.shortform.com\/blog\/salesman-tips-and-tricks\/#respond\"]}]},{\"@type\":\"WebPage\",\"@id\":\"https:\/\/www.shortform.com\/blog\/salesman-tips-and-tricks\/\",\"url\":\"https:\/\/www.shortform.com\/blog\/salesman-tips-and-tricks\/\",\"name\":\"Salesman Tips and Tricks: The Top 4 Strategies - 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