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Sharpening the Saw

Posted in Influence

I am a student of success. Always improving my skills. I believe professional sales people must sharpen the saw regular or you are working with a dull axe. Which is tough to cut down trees.

A little while ago, I spent 3 hours listening to Jordon Belford (Wolf of Wall Street). Listening to his take on selling. Here are few comments, suggests, and techniques from Belford:

Get your inner game in place. You have to believe in yourself and product.
Get your outer game in place. Learn the skills of sales. Number 1 be a closer. Know your product , features and benefits.
You have 4-14 seconds to establish 3 things with your client.
- You are sharp. Not dull. Quick. People want to be around you.
- Selling is the transfer of emotion. You have to be excited and passionate.
- You are an expert. You know the subject.
You must control the sales process. The “straight line” to the close. Do not let the client control the situation. Never buy in to the client’s problems.
General to Specific Process: build rapport, gather intelligence (info about client), general at first, specific later one, create certainty about your product, establish pain, give a solution, future pace the choice, and close.
Clients buy on “Certainty”. They are certain it works (guarantee). They are certain you can help them. You have to use emotional and logical reasons to create certainty with the client. There 3 things they must be “certain” about:
- You.
- The Product.
- The Company.
Everyone has an Action Threshold. If they are not acting. You have not painted a picture of the reward (future pace them getting the benefits of the product), or you have not established enough pain.
If they are not moving, you MUST amplify the PAIN (Didn’t I just talk about that by creating a sense of urgency? Attack: retirement, 401k, time left, lifestyle, family generations, and relationships).

And the number one skill in LIFE. Is Closing! Close your kids. Close your spouse. Close your boss. Close your subordinates. Learn in detail the skill of Closing and believe in yourself!

How many closes do you know? Ben Franklin? Minor Question? One more Reason? Good Story? Contingency? Scrooge? Compliance? Double Bind?

Good Closer know at least 5 closes. GREAT closers 15 or more! Do you want to be GOOD or GREAT?

Great event! Learned a ton and way more than I expected!!! Thank you for the motivation and inspiration!!!!

Oliver Fu

I highly recommend Jim Francis training. His training exceeded my expectations. I will follow him for additional topics. He is entertaining, clearly explains, gives great examples and is engaging. You don’t want to miss hearing him when you have the chance. He can change your future! He has given me so many ideas on where to take my business! Thank you Jim for your passion to better others lives.

Connie Heinz

Not knowing what to expect in this 3-day seminar, needless to say Jim Francis really isn’t only impressive but provided such great information and resources that will be able to use immediately in my business. Plus, shared so many other “out of the box” ideas for creating wealth! It was a blessing and worth every minute! Thank you to Jim and Les Brown

Tracie Mcclendon

Hi; I am Veronica L. Lewis. I was at the speaking workshop and Jim Francis and Daniel Miller have helped me get rid of some negative beliefs that were not growing me. I now see myself speaking and being on the internet. Thank you so much.

Veronica L. Lewis

Jim is very knowledgeable and a well-spoken person. He covered different areas from building and setting up a business to business structure and marketing and sales techniques. I am very glad to join this three day training classes.

Charlie Luis

The workshop was great. It touches all the necessary subjects for you to get started and things to be aware of. Jim is an awesome speaker. Loved his style. Very easy going and approachable.

Regina Gizafullina

Jim Francis is hands down one of the most charismatic speakers I’ve ever encountered. The amount of invaluable techniques he’s able to demonstrate and teach in each day is worth my business professionals attention. Selling from stage will be used in both my career and in public speaking events at my church.

Jordan Miangialiman

This was a most excellent seminar presented by Jim Francis. Jim Francis was excellent! Jim Francis is genuine and authentic and truly cares about the audience getting it! Thank you, thank you, and thank you Les Brown and Jim Francis.

Brenda Bautista

Jim Francis is powerful, funny and charismatic. From the first hour of the workshop Jim Francis was amazing. The powerful information he provided was not only valuable for my current business but has opened my eyes in creating new passive streams of income through new business opportunities I learned at the workshop. I learned how to grow my business in several different aspects. I was at the edge of my seat at every word during the workshop. I took so many notes that I burned through 2 pens in the 3 days! Thank you Jim Francis

Juan Velasco

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