Jordan Belfort famed by the movie Wolf of Wallstreet was a very talented salesman but more than that he’s true talent lied in his ability to coach & motivate his sales team.
Before his firm, the Stratton Oakmont, took off to become the greatest brokerage firm in Wall Street history he was desperately trying to find a way to teach his sales team how to close over the phone.
At the time, they were a struggling firm, Jordan was what you call a natural born closer, him and his best friend, Donnie Azoff, who was played by Jonah Hill in the movie, were the only ones that were able to land deals at the brokerage.
One day in the office, frustrated beyond belief, he blurted the words “Every sale is the same!” to his team.
Then a big light bulb went off and suddenly he saw the Straight Line Persuasion.
A system of breaking down every sales transaction to its essence.
A system of breaking down every sale into a logical step by step process. Every sale is the straight line.
He created a system that his team could follow that would allow them to close like Jordan & his friend Donnie. This was the beginning of the movie, when his brokerage firm suddenly began hitting record-shattering numbers.
According to Jordan, at the heart of their success, was the Straight Line Persuasion system.
Now after learning many life lessons, he is coaching this system to the sales peoples of the world that promises to only use it ethically.
When I first transitioned from being an employee making only $35K a year, to owning my own online marketing agency for small businesses, I was desperate to learn how to close over the phone. Jordan’s Straight Line Persuasion course was one of the sales resources that I used religiously to help me get better at sales and I’m someone with virtually no sales background. I went through the videos & listened to the mp3 versions continuously with a lot of dedication.
Today my online business is doing $50K per month, we’re now coaching others how to build the exact same business of local lead generation. More info here.
So I’m a big fan of Jordan simply because he was one of my original sales mentors since then I’ve gotten into plenty of other sales material by other mentors.
Today I’d like to answer the following common questions.
Is Jordan Belfort’s Straight Line Persuasion (SLP) program really that good?
What makes it special / different from other sales training out there?
Any shortcomings of the Straight Line Persuasion?
Is the SLP course worth the investment?
How does his course measure up to other sales trainers out there such as Grant Cardone, Dan Lok, etc?
I intend to answer all of that plus my own experience with the SLP system, so you can make a more educated decision on whether the SLP is right for you.
Straight Line Persuasion Outline, Summary & Keynotes
- module 1: Tenets Of Straight Line Persuasion
- module 2: The Art and Science of Prospecting
- module 3: Mastering the Art of Tonality
- module 4: Being A Leader and a Visionary
- module 5: The Inner Game of Sales
- module 6: The 5 key Elements of the Straight Line System
- module 7: The Art and Science of Qualifying
- module 8: Creating Presentations that Close Anyone Who’s Closable
- module 9: The Art and Science of Looping: how to turn objections into Closes
- module 10: Creating Customers for Life and Generating Massive Referrals
What stood out to me most was his teaching about the importance of tonality, especially when doing sales over the phone.
For example, when you lower your tone you can create the sense of scarcity.
Or ending your sentence on an up beat to get across the emotion of enthusiasm.
Jordan says there’s 3 things that needs to come across immediately on call with your tonality.
- You’re an expert
- You’re sharp as a tack
- enthusiastic as hell
Thanks to Jordan, Tonality is something that I pay attention to whenever I speak with any prospect & I am sure it is making a difference.
Then Jordan goes into the importance of being a visionary.
This is the importance of having a vision for your life and what you can do for the client.
People want to invest in a vision.
James Cameron The director of Avatar had to convince many different people to invest money for his movie, he was able to raise the funds because he had such a powerful vision and people wanted to buy into it.
Paint the picture to your clients of minimal downside and massive upside.
I also love Jordan’s inner game training as well.
He is an excellent motivator.
One of my all the time favorite quotes “You’re not your past, you’re the resources & capabilities you gleam from it” -Jodran
He also heavily practices NLP & conditioning the state of absolute certainty is one of Jordan’s absolute necessity in sales.
When you’re certain about the product or service, others can sense & feel that certainty from you. It comes across in your tonality & body language, its not always about the words but how you say it with your sense of certainty that makes all the difference.
What is the Straight Line?
The straight line was devised to get you in full control of the sales, often times your prospect may try to take you off the straight line and begin talking about something that has nothing to do with the product or service, your job is to gently bring them back to the main subject at hand.
Your next job is to handle as much objections as you can before closing the deal.
Handling Objections & The Art of Looping
Do you know what kind of objections your prospect has in his or her mind?
your job is to mine their objections out of them, a common one might be, “I need to speak to my wife”
Often times this is simply an objection they are telling you because they don’t want to tell you the truth of what’s really bothering them which could be
- Its too expensive
- I don’t fully trust or believe that this product or service will be good for me
- I don’t fully trust you
These are the common blocks that prevent people from making that buying decision
You don’t address them directly & be like
“do you really need to speak to your wife? or you don’t fully believe in this product?”
that’s a very poor way of handling the objection
instead you want to always agree with your prospect
“Yeah I understand but let me just say this, we’ve already helped many clients with our service, what’s the worst that can happen?”
“all I ask is you give us one shot, believe me if I produce just even half the results that I know we can, I know you’re going to be very very impressed”
In this example, when you state “what’s the worst that can happen”
you’re handling the price objection, saying look the worst that could happen is losing that money but what’s the massive upside if I do produce the results for you & have your problem get resolved?
This is called the art of looping.
When you go for the close and you get the objection, you loop back and state another positive benefit of doing business with you, in this way you can handle what’s really preventing them from making their decision, you continue to loop back until you can iron out all of their objection.
Another one I like using is.
“let me ask you this, do you like the idea?”
You want to make sure if they’re fully on board with your pitch. They’ll most likely say “Yea absolutely, it sounds great”
This is a great way to build rapport again, get them to start saying yes again.
“Let me ask you a question, if you absolutely knew that this product/service was going to work 100%, then do you think its worth the price?”
This question allows you to understand if the price is the issue or if their level of belief that the product/service will work is the issue.
Jordan has plenty of other awesome rebudles in his SLP course.
These were some of my favorites that I still use all the time when closing my clients.
Common SLP Complaints
Some people believe the SLP is dated.
Here’s my take on it.
Jordan’s training is more hardcore focused on the actual strategy of a sales call or meeting. Big emphasis on direct communication, which is ultimately where most of you will get the final close.
He devised the SLP in the 90’s and his system of handling objections & using tonality to increase your credibility will stand the test of time.
Now in 2019, the landscape is a bit different in the sense that we have the wide-scale use of the internet, so there’s a lot more one can do in terms of positioning yourself in the market as the go-to expert so that your positioning can sometimes do most of the selling for you.
Dan Lok teaches a lot more about this. What is called Attraction Marketing, when your clients come to you, then who has all the power?
Don’t get me wrong, thanks to Jordan I’ve become a lot better closer & his teachings have no doubt helped me land some of my deals.
But understanding the importance of positioning has also done wonders for my business & my close rate.
I am a big fan of Jordan Belfort, not for the crazy stories of the past, but because he really knows his shit when it comes to sales.
For me, I put his material right up there with the very best guys in sales & marketing: Grant Cardone, Dan Lok, Dan Kennedy, Gary Vaynerchuk
I’ve definitely gleamd a lot of lessons from his Straight Line Persuasion, and without a doubt, I have seen the ROI from his training.
Especially love his way of handling objections by what he calls Looping.
& his training on tonality I found to be quite important.
I can tell he gets a lot from Tony Robbins on his inner game training but I really enjoy Jordan Belfort’s take on mindset & motivation.
& boy is he a badass motivator.
Whats being a good motivator? its someone that can influence you right?
It makes sense that people that are good at sales can also be really good as a motivational speaker.
Jordan is what you call a natural closer.
He’s been excelling at sales since he was a kid, selling popsicles & fudge on the beach during hot summer days, and killing the game or when he tasted his first massive success of selling meats with door to door sales, when you listen to this man doing his SLP presentations, he has this strange ability to have you hanging onto every word he utters.
It becomes very clear, very quick that he has some god-given abilities in communication.
Even if you already feel that you’re already good at sales, Jordan is someone worth paying attention to, because chances are Jordans got at least few things that he’s doing at a very high level that you could take away & make yourself better.
Imo, some people weight his past too much.
I’m in favor for someone that can learn from their past & change, those people may have something bit more to teach us than the squeaky clean.
For me, Jordan’s Straight Line Persuasion had a big impact for me when I first became an entrepreneur & the SLP has become part of my sales game at this point.
Imo, the movies didn’t do him justice in showing just how good the real Jordan Belfort is in sales training & motivational coach.
Hell yeah I recommend SLP.
It has worked beautifully with my local lead generation business.
I’ve been able to close small business owners over the phone, whom I’ve never talked to before or met in person.
All thanks to my enhanced ability to take control of the sale by being able to handle objections & get to the close.
What's Missing with Straight Line Persuasion System
Sales is just 1 part of the equation in running your own successful business.
Even with great sales skills, you really need something to sell.
If you just have sales skills then your only option is to work for somebody else.
But if your goal is to become your own boss and live life on your own term then you really need to create a product or service that solves a big problem for people for a good price.
This is where the lead generation business model comes into play.
Where you get small business owner clients that pay you month after month for generating leads (customers) for them using high-level online marketing skills that allows you to rank websites at the top of Google.
Now I run a multiple six figure business from my laptop with over 45 clients across the US.
Because I know how to build these lead generation machines online:
These sites that I own deliver customers to my clients day in and day out.
This is what allows me to earn passive income.
Sales is a high-income skill but you're still trading time for dollars.
To be a real business owner, you also need systems in place that allows you to earn income while you're not working.
For me, online marketing skills was the other piece I needed to become a successful entrepreneur.
SLP is great for your sales skills.
But sales skills + online marketing skills is where the real money & freedom is at.
Our coaching program, is great for learning the other piece which is local lead generation skill, a highly lucrative business model because there's so many business owners out there that need help acquiring more customers from the internet.
This lead generation skill allows you to directly deliver value to the marketplace, aka sell something that's going to help small business owner with the number 1 issue they're facing today which is online obscurity.
Once you have this skill, you don't have to work for anyone else again.
Turn your closing ability to long-term passive income streams, because these small business owners that you close, will pay you month after month for years to come to continue getting the leads from you.
See ya on the flip side.