The ‘Wolf Of Wall Street’ Reveals The Art Of Persuasion
As a businessman, Jordan Belfort had a monstrous career that saw him earning over $50 million a year on the stock market. As a conman, Belfort is “the biggest Wall Street crook you’ve never heard of,” according to CNBC reporter Jane Wells. As a motivator, Belfort’s reputation may outshine those previous two versions of himself, as he embarks on his tour of Australia to promote his book, “The Perfect Sale.”
The tour comes 15 years after he was convicted of manipulating stocks, ripping people off for $100 million in the process. Meanwhile, he was a drug addict the whole time. Today, though, his only focus seems to be on motivation, mainly when it comes to helping people to understand how to sell their selves.
“There’s the truth about what you do and your level of expertise and then there’s also how you’re able to communicate what you do to other people,” Belfort said. “In the end it always comes down to your ability to communicate your product, your ideas and you vision for the future and to get someone to buy into that with either their time or their money.”
First and foremost, Belfort squashes the idea of expressing to someone how much you want a certain job. Instead, he suggests that persuading someone and trying to sell yourself should be all about sparking a desire in them for you.
“Saying ‘I really want a job here’ would be the lowest level of persuasion,” he said. “Versus ‘Let me tell you what I can add here in value and how I see myself fitting in.”
In general, Belfort’s advice is all about how to be convincing in dialogue. From tips that show you how to listen…
“If somebody’s talking to you and it’s a logical thing they’re talking about, like about their business, you’re leaning back and listening intently. And when it’s emotional, about the struggles they’re facing or if their family comes up, you lean forward and [nod to show you understand].”
To tips that direct you in how to talk…
“If someone is unenthusiastic and seems disconnected to your message you don’t keep talking at them in a tone that is overly positive and enthusiastic – you match their tone and build up to a level where you sound enthusiastic again.”
Perhaps the most valuable piece of advice that Belfort provides, however, is telling us not to jump the gun in trying to sell things to people, especially before we have shown enough consideration and care for the needs of the other person.
“The biggest mistake that novice salespeople make is they try to sell [their product] before they get the full picture [of what someone wants] which is very disempowering for the client,” Belfort said.
Getting the full picture, though, takes time. You have to work people and get them comfortable before softening them up, he says, to a level where you can ask the question that will essentially give you an idea of how to sell yourself.
“At a certain point one of the questions I always ask is ‘What is your greatest headache right now?'” Mr. Belfort said. “I wouldn’t ask it first but as I get into deeper and tighter rapport it opens me up to ask those more invasive, troubling questions and if they already sense I’m an expert and a figure of authority they’ll reveal their pain to you.”
“Whatever your job is the people who are your superiors are facing struggles,” Mr Belfort said. “Know the people who hired you, what are they looking for and how you give them the most value,” he said.
Via news.com.au writer Sarah Michael, Photo via News AU