1. Impact
Competency Definition
Jordon Belfort makes an immediate positive impact on clients by presenting a professional and smart appearance,
IMPACT and demonstrating purposeful body language
BEHAVIOURS OF JORDAN BELFORT OBSTACLES TO SALES SUCCESS
• Demonstrates a confident body language, e.g., sits back, arms folded, in order to • Appears unprofessional and ill-groomed, e.g., untidy facial hair, un-pressed shirts, dirty
provide a contrast to when excitement or enthusiasm need to be highlighted shoes etc.
• Uses exaggerated body language on calls when the client can’t see you in order to • Applies either an aggressive or a passive handshake
emphasis emotions and set the overall tone
• Demonstrates bland body language with little movement
• Will apply body language strategies increasingly as the sale progresses
• Demonstrates an uptight posture, and fails to acknowledge or mirror the clients
• Dresses smartly, sharply and acts for success, i.e., dark well tailored suit, solid colour posture, expressions, body language etc
shirt, matching tie etc
• Fails to apply particular body language strategies throughout the sale, allows an
• Always appears well groomed and presentable, e.g., well trimmed facial hair unprepared and ad hoc personal expression and client interaction
• Applies appropriate body language, distinguishing between men and women – • Applies inappropriate body language, e.g., invades personal space, lacks direct eye
manages time and space effectively contact, allows distracting habits etc
• Makes significant eye contact to build trust and positioning as an authority figure • Matches and mirrors a clients body language in an overly obvious manner, e.g., exactly
matching the prospects movements immediately, and from the start of the meeting
• Shakes hands in a basic neutral way, at waist level, using the same pressure as the
other person, i.e., the ‘co-operators’ handshake
• Matches and mirrors a clients body language, e.g., crossing arms and legs, in an
unobtrusive and non-obvious manner
DRAFT v4 FOR DISCUSSION