How To Use Jordan Belfort's Straight Line System In Your Business
Excellent communications skills are vital to the success of your business. Combine that with having excellent sales skills and you’ll be able earn as much money as you can handle.
You Are Always Selling
The skill of salesmanship can take you further in life than any other skill you possess. Salesmen and women are some of the highest paid people on the planet.
You may hate sales people or even hate the word “sales” in general. Well it’s time to get over it. The success of your business depends on it.
I don’t care what business you are in right now, if you’re in business for yourself, you are selling. Now that we’ve established that we’re all in sales, we might as well get good at it, right?
The Straight Line System can take a complete newbie, and turn them into an expert salesman.
1. Exceptional First Encounter:
- Sharp as a tack
- Enthusiastic as hell
- An authority
If you have employees take note: Your employees may be the first person your customer sees. So, those employees better be happy, smiling, and know your business inside and out.
2. Appearance Matters
It doesn’t matter what you’re selling, you only have 4 seconds to make a good impression. Your customers will have already sized you up and made a decision if you’re someone they want to do business with, all within just the first 4 seconds of meeting you. You cannot escape this fact. Dress the part.
3. Know Your Audience
Research your customers thoroughly. You must be an expert on your customers. You have o know what they want and be able to anticipate their objections.
This simple little technique will help your prospects feel more comfortable with you. During any encounter, you’ll want to pay attention to body language of your prospect. Are their legs crossed? Are they sitting upright in their chair? You always want to mirror what they’re doing. Just don’t get caught. The moment they catch on to what you’re doing, you’ve lost their trust, you’ve lost their sale.
Think about the level and tone of your voice. Whenever you want to make a compelling point, lean in and speak softly. Do not speak in a monotone voice.
6. Answer Objections Before They Present Themselves
Anticipate what your prospects objections might be and cover them in your presentation.
7. Stay on Topic
Don’t let the conversation run off in a direction where you’re talking about your dog or whatever your prospects like to do for fun. You are there to sell them something, you are NOT there to become friends with them.
8. Know When To Shut Up
Too many people talk their way out of a sale. An easy fix for this is to have your entire sales process scripted. Know exactly what you’re going to say before going into a meeting. Learn to pause and let the prospect think.
9. Agitate The Problem
You must agitate your prospects problems. Let them talk about what’s wrong with their business. Ask questions that set them up for talking about failures.
10. Straight Line
Imagine a straight line running from the start of the conversation to finishing the encounter, having made the sale. You must have an opener, middle, and close. You must take your prospect down your straight line to close them. The moment the veer off the line by asking questions unrelated to your topic you must rebound them back on line by asking questions that bring them back on topic.
11. Consult Them
Show them how their problems can be solved. More often than not, the prospect will actually want you to solve their problem for them…they won’t want to do it themselves.
12. Be Different
How can you stand out from the crowd? What makes you unique? What’s your unique selling position?
You can almost always close a sale with, “You’ll be the only one that has this”. Can you offer exclusivity by product, by zip code, by neighborhood, by state or by industry? Once you offer an exclusive, you can command a premium for the product or service you’re selling.
Create a script for every encounter you and or employees have with customers. A script for how the phone is answered. A script for how customers are greeted when they walk into your store front. A script for when you’re networking.
15. The Big 3
The biggest and most important aspect of closing anybody that closeable is this:
· They must love you
· They must love your product
· They must love your company
If a potential customer doesn’t buy, then chances are it’s because of one of those pieces are missing. Make it your priority to sell yourself, your product and your company. The prospect must be in love with all three for you to get the sale.
Now it’s time to take action. How can you use any one of these in your business? The Straight Line can be used in a variety of businesses. Even if you’re running an online business from you can still use these techniques. Check out this online business and think about how The Straight Line System can be used there.