Jordan Belfort's use of tonality is crucial to his sales success. He practices tonality patterns until they sound natural through scripting and revising. Belfort understands how tonal patterns impact and control a listener's internal dialogue, allowing him to subtly influence their thinking without saying it directly. He strategically engineers his tonality to build rapport, empower clients, and capture their interest within the first few seconds of a sales interaction.

1. Jordon Belfort’s secret weapon to influence a sale and build trust is his tonality - crucial to
lowering the client’s action threshold and to establish rapport. Jordan uses powerful tonal
TONALITY patterns to control the listener's internal dialogue so that they are thinking exactly what he
wants them to think without explicitly saying so.
BEHAVIOURS OF JORDAN BELFORT OBSTACLES TO SALES SUCCESS
Practices tonality patterns through the use of a script until its Tonal expressions do not reflect that of someone who is successful,
delivery is natural and effective - identifies own personal tonal e.g., tone reflects fear, immaturity, boredom, lack of confidence etc
range to gauge when and how to effectively apply them - constantly Maintains a plodding dialogue that does little to generate interest
revises and evolves own customised script or enthusiasm (lack of tonal range)
Understands tonal patterns and their impact - elegantly applies Fails to apply tonal patterns in a strategic manner to sales situations
tonal patterns to control a prospect’s internal dialogue, e.g., using – fails to recognise the impact of them, fails to understand them, or
the tone of scarcity to move people emotionally is not driven to apply them
Precisely engineers tonality in a way that builds rapport and Understands the effectiveness of tonal patterns but does not
empowers the client to answer gracefully when asked a question practice or rehearse them to a point where they sound natural
Applies appropriate tonality strategies to capture the prospect Unable to generate enthusiasm in a genuine manner
within the first few seconds, e.g., up-tones, micro-agreements,
mystery, pauses, hypnotic patterns Unable to decipher differences in tone and language from others
Steps out of comfort zone to match the tonality of the client,
especially at the beginning of the conversation. e.g., lowering your
tonality if the client’s pitch of voice is low
Precisely calculates the impact of actions and words
Continually practices tonality patterns until they are mastered, e..g,
through tape recordings, videos, seeking feedback from others etc
Adopts appropriate physiology to put in the appropriate state
DRAFT v4 FOR DISCUSSION 1