3 impact competency
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Jordan Belfort makes an immediate positive impact on clients through his professional appearance and purposeful body language. He dresses smartly in dark, well-tailored suits and keeps well-groomed facial hair. Belfort uses exaggerated body language on calls to emphasize emotions and set the tone, and will increase these gestures as the sale progresses. However, appearing unprofessional through dirty or ill-fitting clothing as well as inappropriate body language can hinder sales success.
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1 tonality competency
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 tonality competency
Jordan Belfort's secret to influencing sales and building trust is his mastery of tonality. He uses precise tonal patterns to control a listener's internal thoughts without explicitly saying so. Belfort practices tonality scripts until delivery is natural and effective. He understands how to apply different tonal patterns strategically in sales situations to build rapport and empower clients while lowering their resistance to an action. Mastering tonality requires continual practice of patterns through recordings and feedback until the tones sound natural.
3 impact competency
Jordan Belfort effectively uses body language to impact clients and succeed in sales. He dresses professionally and grooms himself well to make a positive first impression. Belfort demonstrates confident body language such as sitting back with folded arms, and uses exaggerated gestures when clients cannot see him to emphasize emotions and set the tone. He matches and mirrors a client's body language in an unobtrusive way and makes significant eye contact to build trust.
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Body language plays an important role in communication beyond just words. It can reveal true feelings and emotions through gestures, facial expressions, posture, eye contact, and other nonverbal cues. Being aware of one's own body language and able to interpret others' body language allows for more effective understanding and connection. Maintaining open posture, eye contact, relaxed facial expressions, and controlled hand gestures can help make a positive first impression and show engagement and confidence during interactions like public speaking, interviews, and negotiations. Body language is also important in virtual communication through video calls.
Communication(mehul rasadiya)
This document discusses verbal and non-verbal communication. It defines verbal communication as communicating through spoken or written words. It lists some characteristics of effective verbal communication such as being brief, precise, and using simple language. It also discusses merits and demerits of verbal communication. Non-verbal communication is defined as unwritten and unspoken messages through body language, gestures, eye contact, and voice. The document outlines different types of non-verbal communication and emphasizes the importance of understanding non-verbal cues in effective communication.
Gestural communication and its importance
Gestures are a form of non-verbal communication that convey specific messages through visible bodily actions and movements. They can enhance the meaning of spoken words and add emphasis. The theory that language evolved from manual gestures dates back to the 18th century. Gestures are powerful communicators that can effectively convey thoughts without words. In the business world, gestures provide significant information about workers and affect interactions, with some conveying confidence and interest while others signal nervousness or disinterest. Different types of gestures include illustrative, affective, and silent gestures.
Kinesics
This document discusses kinesics, or body language, as an important form of non-verbal communication. It covers several aspects of kinesics including appearance, posture, gestures, eye contact, and facial expressions. Appearance communicates a first impression and can influence mood. Positive posture that is relaxed and natural encourages audience participation. Gestures should be well-timed to enhance spoken points. Facial expressions subtly convey different meanings. Eye contact is a direct and powerful form of non-verbal feedback. Kinesics plays a key role in effective communication beyond words.
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Manual tonality
This document discusses tonality and body language as secret weapons for influence and persuasion in sales. It identifies tonality as crucial for building rapport and lowering a client's resistance. It discusses establishing an expert image and enthusiasm within the first 4 seconds. Mastering tonality, body language, matching, handshakes and dress are presented as skills that can increase influence over prospects on both conscious and unconscious levels.
Test tonality
The document discusses tonality and its role as a secret weapon of influence. It mentions that effective tonality, appropriate body language, and avoiding saying stupid things contribute to charisma. To establish effective rapport within 4 seconds, one needs to come across as sharp, enthusiastic, and trustworthy.
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The document discusses tonality and body language as the secret weapons of influence. It emphasizes that building rapport through effective tonality and body language is an art that any salesperson can master with practice. The document provides exercises for salespeople to practice different tonal patterns and body language techniques when interacting with prospects in order to capture their attention, engage them, and influence sales. It encourages customizing techniques to specific industries and sales situations.
6 sales enthusiasm competency
Jordon Belfort is able to convince clients of his expertise and competence in sales situations. He acts with enthusiasm in every sales interaction, genuinely believing in the value of his products and services. This allows him to transfer positive emotions to clients through his voice, expressions, and body language. By emphasizing customer benefits and value, painting a vivid picture of the future, and creating a sense of urgency, Belfort is able to gain client trust and respect, overcoming obstacles to successful sales.
5 authoritative reading
This document lists two authoritative references for speaking with authority, confidence and credibility: The Voice That Means Business by Linda Shields, which provides advice on how to speak with authority anytime and anywhere, and Roger Love’s Vocal Power by Roger Love, an audio CD that teaches speaking with authority, clarity and conviction.
5 authoritative development tips
The document provides suggestions for authoritative development activities. It recommends becoming an expert in your product to translate features into benefits. Developing strong industry knowledge and researching key clients are also suggested. Presenting facts with relevant opinions, seeking feedback, and practicing reframing information builds authority. Telling others confidently about work achievements displays authority through pride in ideas and success.
4 sharp competency
Jordon Belfort is described as a sharp and intelligent sales professional. He has an unconscious level of competence in his sales process that allows him to strategically focus conversations rather than just follow a process. However, some obstacles to his sales success include appearing staged in his abilities, providing emotional arguments without logic, and lacking impressive responses to client questions and challenges.
4 sharp reading
This document lists 5 references related to creativity, problem solving, decision making, and quick thinking. It includes books on techniques for igniting innovation, principles of creative problem solving, managerial decision making, making impactful decisions in 30 seconds, and thinking quickly on one's feet. The references cover a range of topics from individual creativity to managerial decision making.
4 sharp development tips
The document provides suggested development activities to improve sales skills including being prepared for client questions, identifying buying obstacles, remaining open to new information, examining past decisions, practicing public speaking, engaging in quick conversations, developing standard responses to common objections, and learning to keep responses concise.
3 impact reading
The document recommends several reference books and articles about making an impact, body language, and understanding what people say without words. Key sources include "How to Make an Impact" by Job Moon, "The Definitive Book of Body Language" by Barbara and Allan Pease, and "What Every BODY is Saying" by Marvin Karlins and Joe Navarro, all of which provide guidance on influence, non-verbal communication, and interpreting others' behaviors and cues.
3 impact development tips
The document provides suggestions for developing personal impact through improving initial impressions when meeting others, assessing one's impact among peers and identifying behaviors that increase influence, ensuring one's appearance and posture project the right image, and strengthening communication skills through feedback and training.
2 engagment competency
Jordan Belfort ensures he captures attention and interest through his creative, memorable, and compelling engagement skills. He creates a strong sense of energy and intent that draws others in. Belfort quickly captures attention through great storytelling, humor, and being a skilled conversationalist. He is expressive, enthusiastic, and can adapt his style to different groups. However, he may dominate conversations by focusing only on himself and lack social awareness at times.
2 engagement reading
The document lists 18 books and articles related to engagement, communication skills, and presentation skills. Some of the references focus on developing authenticity and charisma, effective communication strategies for leaders, conducting difficult conversations, improving communication skills, resolving conflicts, and crafting powerful presentations. The references were published between 1979 and 2008 and cover topics like storytelling, public speaking, and negotiation.
1 tonality development tips
Tonality is important for keeping an audience engaged. One should listen to how effective speakers vary tone, pitch and volume to emphasize points. Additionally, recording yourself and having others critique your tonality allows you to improve your speaking skills through focused practice and feedback.
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3 impact competency
- 1. Jordon Belfort makes an immediate positive impact on clients by presenting a professional and smart appearance, and demonstrating purposeful body language IMPACT BEHAVIOURS OF JORDAN BELFORT OBSTACLES TO SALES SUCCESS Demonstrates a confident body language, e.g., sits back, arms Appears unprofessional and ill-groomed, e.g., untidy facial hair, un- folded, in order to provide a contrast to when excitement or pressed shirts, dirty shoes etc. enthusiasm need to be highlighted Applies either an aggressive or a passive handshake Uses exaggerated body language on calls when the client can’t see you in order to emphasis emotions and set the overall tone Demonstrates bland body language with little movement Will apply body language strategies increasingly as the sale Demonstrates an uptight posture, and fails to acknowledge or progresses mirror the clients posture, expressions, body language etc Dresses smartly, sharply and acts for success, i.e., dark well tailored Fails to apply particular body language strategies throughout the suit, solid colour shirt, matching tie etc sale, allows an unprepared and ad hoc personal expression and client interaction Always appears well groomed and presentable, e.g., well trimmed facial hair Applies inappropriate body language, e.g., invades personal space, lacks direct eye contact, allows distracting habits etc Applies appropriate body language, distinguishing between men and women – manages time and space effectively Matches and mirrors a clients body language in an overly obvious manner, e.g., exactly matching the prospects movements Makes significant eye contact to build trust and positioning as an immediately, and from the start of the meeting authority figure 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 1