Discover Coaching. m o d u l e t h r e e. t h e f o r m u l a f o r i n s t a n t r a p p o r t. sales mastery on the straight line

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1 Discover Coaching sales mastery on the straight line a d a p tat i o n of the straight line p a r t i c i p a n t m a n u a l m o d u l e t h r e e t h e f o r m u l a f o r i n s t a n t r a p p o r t

2 SALES MASTERY ON THE STRAIGHT LINE 2013 DC Corporate Solutions Pty Ltd ALL RIGHTS RESERVED. Without limiting the rights under copyright reserved above, no part of this publication may be reproduced, stored in or introduced into a retrieval system, or transmitted, in any more, or by any means (electronic, mechanical, photocopying, recording, or otherwise), without the prior written permission of the copyright owner of this manual. DISCLAIMER AND/OR LEGAL NOTICES: No portion of this material is intended to offer legal, medical, personal or financial advice. DC Corporate Solutions has taken every effort to ensure we accurately represent these strategies and their potential to help grow your business. However, we do not purport this as a get rich scheme and there is no guarantee of earnings. Your level of success in attaining similar results is dependent upon a number of factors including your skill, knowledge, ability, connections, dedication, business savvy, business focus, business goals, and financial situation. Because these factors differ according to individuals, we cannot guarantee your success, income level, or ability to earn revenue. You alone are responsible for your actions and results in life and business, and by your use of these materials, you agree not to attempt to hold us liable for any of your decisions, actions or results, at any time, under any circumstance. Any forward-looking statements outlined here are simply our expectations or forecasts for future potential, and thus are not guarantees or promises for actual performance. These statements are simply our opinion. The information contained herein cannot replace or substitute for the services of trained professionals in any field, including, but not limited to, financial or legal matters. Under no circumstances, including but not limited to negligence, will DC Corporate Solutions, David Cervelli, or any of their representatives or contractors be liable for any special or consequential damages that result from the use of, or the inability to use, the materials, information, or success strategies communicated through these materials, or any services following these materials, even if advised of the possibility of such damages.

3 Dear Friend, First and foremost, congratulations on taking the first step on your journey towards mastering the art of persuasion and engagement the fundamental ingredients to wealth and success. These tools used correctly will be the key to achieving your personal goals as well as your professional accomplishment. This program is closely based on the world renowned Straight Line System, developed by my friend and mentor Jordan Belfort, The Wolf of Wall Street. It is the culmination of more than two decades of not only research, but more importantly, the practical application of these tools, tactics and resources in real business environments. First employed on New York s toughest business environments, the strategies in this program will take any individual or organisation s sales force to the next level. The Straight Line Persuasion System is designed to align the key forces necessary for success in any sales environment: the elements of the inner game of sales as well as specific strategies and techniques necessary to effectively control every linguistic encounter to provide the best customer experience and to generate the highest possible outcome every time. The program has been designed to be practical and directly applicable to your business. Each step covered will build on the last to take you down the Straight Line towards a strong ability to control the sales and engagement process and to literally explode your results. The core of the program is also covered in the home study course of videos, audios and other reference materials as reinforcement to the training and to support you in going back to master the key concepts that will move you forward. But really, it s all up to you. This proven strategy can be your keys to the kingdom - all I need from you is your commitment to taking action every day to utilise and master these skills that will take you anywhere you want to go. Since learning this system directly from The Wolf himself, my life has changed forever my goal with you through this program is to pass on this knowledge plus my own experience of almost 15 years, and I look forward to someday hearing the stories of success it has brought to you. To your success, David Cervelli

4 THE STRAIGHT LINE PERSUASION SYSTEM THE X FACTOR The Straight Line is a definitive system for influence, negotiation and sales for any situation. It is a powerful tool that is designed to improve your communication mastery and allow you to assist any person - irrespective of their geographic or demographic profile - to make a positive decision for themself. The Straight Line is more than just a sales tool; it s also a philosophy on life. A firm understanding of the system will help you in every aspect of your life to establish intimate relationships, to control conversations for the greater good and to influence in your home life. The shortest distance between two points is a straight line. -EUCLID

5 The formula for instant rapport

6 sales mastery on the straight line Mastering the art of communication There s a huge misconception in the professional sales world a massive professional failure; the belief that is that while a salesman is talking, they re doing their job and while their not, they re out of control. David Cervelli This is similar to most people s definition of rapport. There is a huge difference between keeping a customer on the phone and building rapport. Rapport: In accord, harmony or sympathy; having a mutual, especially a private, understanding in that relation of sympathy which permits influence or communication. - Webster Dictionary. Notice this definition states nothing about talking at a lot. Rather, it refers to an understanding, having a mutual understanding - being on the same wavelength, to best communicate an idea with another person. This is done on two levels: Conscious Level Un-conscious Level 1

7 the formula for instant rapport Conscious Level The first level that rapport is built on is an immediate and conscious level. This refers to what we say and the body language we use while saying it. It is the easier to control and, although very important, is not where you will make the biggest impact. In the case of sales, this would be referred to as explicit selling. Un-conscious Level Building rapport on an unconscious level is dependent on your ability to control how you say things and your ability to respond appropriately to tonality and body language of the person you are talking to. When we apply this to sales, this would be referred to as implicit selling. DEFINITION A relationship of mutual trust or emotional affinity. In Neuro- Linguistic Programming (NLP) terms, rapport is a method of increasing responsiveness in the other person. 2

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9 The building blocks of communication The building blocks of communication In order to create rapport with another person, you must first understand how people communicate. In the 1970 study of Kinesics and Context, Ray Birdwhistell discovered that communication is made up of what you say (verbal), how you say it, (toanal) and how you look (physiology). His research found that these three modes often do not match when a person is communicating. More importantly, where the words do not match the facial expression or tonality, people tend to believe the expression they see or the tonality in which it s conveyed, and not the actual words that are spoken. If you break it down into percentages, 93% of the meaning of all communication comes down to HOW you say something, rather than WHAT you say. 55% Body Language 38% Tonality 7% Language THE MASTER FORMULA RAPPORT = TONALITY + BODY LANGUAGE 4

10 sales mastery on the straight line The power of imagination The capacity of the human brain is staggering. It works faster than the fastest super computer and at any one time generates enough electricity to power a small city. But what sets the human mind apart from other species is our capacity to imagine. Ask yourself this question what were the 5 most important skills you learnt in all of high school? Which classes were they in? Now Close your eyes and picture yourself at your favourite holiday destination. Is it in the mountains for a ski trip, in the bush camping or on a beach in the sun? What does it smell like? What does it feel like? Who is with you? What will you eat? Which one was easier? The second one, right? This is because of the way our brain interprets, stores and recalls information. To more and lesser degrees our mind makes pictures and anchors experiences to them. Knowing this, we can tailor our approach to goal-oriented conversation to this very fact. We do this by painting pictures in our customers minds. The more your customers can see themselves in the world you paint for them, the easier it is for their defences to drop and for them to make a logical and informed decision. Be colourful and sense-centric in your descriptions and wait for your customer to take over. 5

11 3 things in 4 seconds 3 things in 4 seconds Now that we re starting to understand how to control a customer s perception, we need to make sure we use it correctly. In a phone interaction you have about 4 seconds before your customer has formulated their first impression of you that s all! To put yourself in the best possible position of influence in this short window, you must be perceived as three things: 1. SHARP as a tack 2. ENTHUSIASTIC as hell 3. An EXPERT in your field Mastering these three things is important for the customer to see you as someone worth listening to and, most importantly, someone who can help them achieve their desired outcome. 6

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13 Matching & mirroring Matching & mirroring Matching and mirroring involves using all three forms of communication (Tonality, body language and words) to develop massive rapport with another person. This is another NLP technique. By matching and mirroring the body language, language patterns and tonalities of your customer, you can actually step into their world and create an unconscious level of rapport with them. This is something that happens naturally when two people are in rapport with one another. Have a look around next time your in a restaurant and you ll be able to tell what level of rapport people share from the other side of the room just from their body language. By speaking from within your customers reality, you will be able to create the appropriate emotion that allows your customer to make the right decision, which is to buy your product. The key to mastering this technique is to not make it obvious by repeating exact sentences or changing positions the instant that they do. Rather, wait some time before delivering the same vocabulary or only match part of their gesture i.e. the customer crosses their arms, you cross your legs etc. 7

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