Jordan Belfort – Sales Sacuity Program (The Psychology of Selling)

This is a new program from Jordan Belfort.

It is built on his original Straight Line program, so the modules are the same (but there is new content added.)
They have recorded new videos and new video content.
You will learn about the psychology of selling covering the 19 behavioural competencies that all successful sales people have.

For those of you who don’t know who Jordan Belfort is…

Over the last twenty years, Belfort has soared to the highest financial heights, earning over $50 million a year as the notorious Wolf of Wall Street. Along the way, he managed to provide over $1 billion of financing for various public companies, and held controlling stakes in more than thirty of them. He’s acted as a consultant to more than fifty public companies, and has been written about in virtually every major newspaper and magazine in the world, including The New York Times, The Wall Street Journal, The Los Angeles Times, The London Times, The Herald Tribune, Le Monde, Corriere della Serra, Forbes, BusinessWeek, Paris Match and Rolling Stone.

Today, his life represents the ultimate redemption story. After barely surviving his rise and fall as an American entrepreneurial icon, he is now twelve-years-sober and a world-renowned motivational speaker, who assists both people and organizations in breaking through whatever barriers hold them back from achieving success. Whether speaking to a roomful of hard-charging salesman or to a jam-packed convention center filled with everyday people, Belfort’s teachings captivate and inspire his audience, and provide them with all the necessary tools to create measurable, and lasting success.
Jordan Belfort’s two bestselling books have been published in twenty-two countries and translated into eighteen different languages. He is a frequent guest-commentator on CNN, CNBC, Headlines News and the BBC.
His life-story has been turned into a major motion picture. The Wolf of Wall Street is set to be released worldwide on November 15, 2013. Leonardo DiCaprio stars as Jordan Belfort and is being directed by the legendary Martin Scorcese.

About Sales Sacuity
In 2011, we attended a sales skills seminar conducted by Jordan Belfort. A chance meeting, a backstage conversation and a hand-shake later and Sales Acuity was born. Soon after, we put Jordan in a room for a week with four organisational psychologists.
After rigorous testing and analysis we set about validating Jordan’s sales DNA with other exceptional sales leaders. This ultimately led to the successful fusion of behavioural psychology, neuroscience and Jordan’s Straight Line technique.

We aim to build high performing sales teams. We created the product and the technology platform is ours. This means we can and will do whatever it takes to deliver on your business objectives.
Our heritage comes from Acuity Consulting, an Australian boutique organisational psychology practice, who since 2003 have specialised in building people capability in business critical roles through behavioural profiling, assessment and development.
Acuity has built a reputation for delivering exceptional client outcomes. Over the years we have worked with clients including ANZ Bank, Australia Post, CBA, Medibank and Unisys.
We are an Australian owned company and our product was designed and built in partnership with Jordan Belfort here in Australia.

Overview
Fusing cutting edge behavioural science with the powerful, code-breaking Straight Line sales technique, Sales Acuity have created a unique suite of assessment, training and development tools that are essential for Sales Managers and sales people looking for the next frontier of sales improvement.
This program will change people.

The program analyses people’s natural preferences and behaviours that are essential to performing well in sales roles and compares it to those of Jordan and other high performing sales people. This is a crucial tool to not only inform hiring decisions but to also accurately identify and target priority development areas.
The good news is that behavioural characteristics can be modified and, using advanced adult learning principles, the program will provide the knowledge and techniques to allow you to develop or draw upon the characteristics required for sales success – and understand specifically how behavioural characteristics drive the Straight Line.
Participants will also be drilled with the Straight Line – the specific sales technique that Jordan created and implemented to build one of the fastest growing brokerage firms in Wall St History. The technique is elegant, sophisticated and best-of all it provides the insight needed to control every sale encounter, to persuade the prospect emotionally and logically and to unpick their buying code.
The system is organised into 10 modules and within each module you will find a number of different videos, activities, development tips and book references that will help you achieve a massive uplift in your sales performance in the shortest possible time.

The Science
Organisational psychology is a well researched field of practice which is about identifying the characteristics that distinguish superior performers from average performers. The science has been used to improve capability of organizations for nearly 100 years and there are numerous studies which prove the correlation between behavioural characteristics and performance outcomes.

Understanding how behavioural competencies impact performance in sales and how to measure this in a valid and reliable way is fundamental to improving performance and something that is often overlooked in the development of sales people.
Our extensive testing and assessment of Jordan and other high performing sales people, revealed nineteen behavioural competencies that distinguish Jordan and other high performing sales people from ineffective or even average salespeople.
Nineteen behavioural competencies that not only underpin success as a sales person but are crucial to the successful execution of the Straight Line technique. Using the science of Organisational Psychology we are able to accurately measure a salesperson’s alignment to each of these competencies and provide specifically designed training programs to improve proficiency.

What you will learn in the program – 10 modules

Standards

THE PRINCIPLES

Your standards dictate where you end up in life. If you do not hold high standards for yourself both in life and in work then you will not reach your full potential.

LEARNING OBJECTIVES

Identify why high standards are important
Set your own standards
Raise your own standards
Reframe ‘shoulds’ into ‘musts’
Develop hunger for success and
Develop level of determination

COMPETENCIES

Hunger for Success
Determination

Beliefs

THE PRINCIPLES

The beliefs you have about yourself, in particular the beliefs that you have about your ability to succeed, dramatically impact your sales results. Even with the best tools, resources, training, and opportunities people must have a strong belief in themselves and their ability to live up to their true potential.

LEARNING OBJECTIVES

Understand why a strong belief system is important
Build own levels of confidence
Build own level of empowerment
Build their ability to self analyse
Identifying beliefs that inhibit success and
Re-frame limiting beliefs into empowering beliefs

COMPETENCIES

Confidence
Empowerment
Self Analysis THE PRINCIPLES

The beliefs you have about yourself, in particular the beliefs that you have about your ability to succeed, dramatically impact your sales results. Even with the best tools, resources, training, and opportunities people must have a strong belief in themselves and their ability to live up to their true potential.
LEARNING OBJECTIVES

• Understand why a strong belief system is important
• Build own levels of confidence
• Build own level of empowerment
• Build their ability to self analyse
• Identifying beliefs that inhibit success and
• Re-frame limiting beliefs into empowering beliefs

COMPETENCIES

Confidence
Empowerment
Self Analysis

Vision

THE PRINCIPLES

Having a Vision that details where you want to go in life as well as your future hopes, aspirations and way of living is one of the most critical aspects to achieving success in every area of your life. Being able to look beyond your current situation and envision your final outcome is what will ultimately drive you to follow through.

LEARNING OBJECTIVES

Understand the importance of having an overarching Vision
Articulate your own ‘why’ and motivation for achievement
Formulate your own vision
Understand how to execute on your vision and make it a reality
Distinguish between a vision and goals
Set specific goals to support the achievement of your vision and
Deal with negative forces that demotivate you from achieving success

COMPETENCIES
Vision

Tonality and Body Language

THE PRINCIPLES

All things being equal, prospects buy from people that they like. The ability to build strong rapport and connect with people on an unconscious and conscious level is critical to a sales person’s ability to influence others. This module covers these intangible elements of communication – i.e. Tonality and Body Language and how to use them effectively.

LEARNING OBJECTIVES

Understand how Tonality enables you to build rapport with prospects
Create an immediate and strong impact in the first 4 seconds of an encounter
Understand the concept of charisma and how to exhibit it
Develop ability to recognise and use critical 8 tonal patterns
Induce positive states by using physiological anchors and
Understand the impact body language on rapport

COMPETENCIES

Tonality
Engagement
Impact

5 Elements

THE PRINCIPLES

The Straight Line works to influence a person to take action – essentially to close anyone who’s closable. This module details what the Straight Line is and how the technique works to influence people emotionally and logically. It’s a detailed description of the entire Straight Line system and the five elements that drive its success.

LEARNING OBJECTIVES

Understand the Straight Line as a technique for closing prospects
List the three tenets of the Straight Line
The importance of creating certainty on three things – the product, you and your company
Impact of a high and low action threshold on buying behaviour
Understand how a prospects pain threshold influences a sale and
Understand the interaction of the action and pain threshold’s and how to use these levels to close prospects.

COMPETENCIES

All

Preparation and Language Patterns

THE PRINCIPLES

When done correctly, appropriate preparation and language patterns ensures that a perfect pitch is delivered every time. This module is about ensuring that nothing is left to chance in the sales encounter; rather, it ensures that sales people have well developed, rehearsed and consistent language patterns when interacting with clients and have also done the research and preparation that is essential to every sale.

LEARNING OBJECTIVES

Articulate why language patterns are important
Develop own ability to be adequately prepared
Questions for intelligence gathering
Distinguish between features and benefits of products/services
Develop closing language patterns to help ‘ask for the order’
Write a Straight Line script opening
Write the main body of a script and
Write a script close

COMPETENCIES

Strategic Preparation

Prospecting and Qualifying

THE PRINCIPLES

This module covers prospecting and qualifying: the art of sifting to ensure you’re selling to the right people. To qualify well, you need to have built rapport and gather intelligence so that you have everything you need to give the prospect what they need. In this module, you’ll learn the science of targeting your ideal buyers to make sure that you’re spending your time on the people who matter; those who want and need your product or service.

LEARNING OBJECTIVES

Articulate truths and myths about prospecting
Sales pipeline analysis
Identify the four buying archetypes
Distinguish between buyers and non-buyers
Articulate questions to understand their prospect’s motivations, needs and pain and
Understand the appropriate structure or syntax of qualifying people

COMPETENCIES

Strategic Influence

Looping and Objections

THE PRINCIPLES

At the end of the day, selling is all about closing – continuing to build a case and persisting until you close every single person who’s closeable. The truth is, the sale doesn’t even start until your prospect says “let me think about it.” This module covers what you need to do after the first deflection in order to eliminate objections and create absolute certainty in your prospects mind. By combining persistence with strategy and mastering the art of looping, you will be closing every single deal that’s closable.

LEARNING OBJECTIVES

Understand how to use loops in the context of the Straight Line
The process of looping
Identify real objections versus stalls
Deflect objections and stalls to continue with the sale
Ask for the order a number of times without coming across as pushy and
Language patters to run loops on the product, themselves and the company

COMPETENCIES

Closing

Customers for Life

THE PRINCIPLES

The best way to increase your results long-term, with less effort, is by developing customers for life. Making sure your customers are satisfied at the highest level will pay you back ten-fold and ensure that you put more money in your pocket and reduce the overall stress to yourself and the business. Developing customers for life is about keeping your promises and maintaining the highest standards of respect, integrity and ethical standards in all of your dealings.

LEARNING OBJECTIVES

Understand the benefits of building long term relationships with customers
Build greater levels of relationship integrity
Employ strategies immediately after the sale to keep customers happy
Employ 6 specific strategies to build customer loyalty over the long term
Ask for referrals
Define specific criteria to ensure referrals are specific and useful in generating more sales

COMPETENCIES

Relationship Integrity

What you get in the The Straight Line Program, Sales Sacuity program
$1,299 for a 12 month license

Best practice adult learning principles are interwoven throughout this energising mixture of video, online workbooks and knowledge tests. This maximises participation and learning retention.

Modules include:

• Inner World

• Vision Focus
• Beliefs
• Standards
• State Management

• Outer World

• Tonality and Body Language
• Five Elements
• Preparation and Scripting
• Prospecting and Qualifying
• Objections and Looping
• Customers for Life

Jordan Belfort – Sales Sacuity Program (The Psychology of Selling)