ImpactCompetency Definition

IMPACT Jordon Belfort makes an immediate positive impact on clients by presenting a professional and smart appearance, 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 provide a contrast to when excitement or enthusiasm need to be highlighted

• Uses exaggerated body language on calls when the client can’t see you in order to emphasis emotions and set the overall tone

• Will apply body language strategies increasingly as the sale progresses

• Dresses smartly, sharply and acts for success, i.e., dark well tailored suit, solid colour shirt, matching tie etc

• Always appears well groomed and presentable, e.g., well trimmed facial hair

• Applies appropriate body language, distinguishing between men and women – manages time and space effectively

• Makes significant eye contact to build trust and positioning as an 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

• Appears unprofessional and ill-groomed, e.g., untidy facial hair, un-pressed shirts, dirty shoes etc.

• Applies either an aggressive or a passive handshake

• Demonstrates bland body language with little movement

• Demonstrates an uptight posture, and fails to acknowledge or mirror the clients posture, expressions, body language etc

• Fails to apply particular body language strategies throughout the sale, allows an unprepared and ad hoc personal expression and client interaction

• Applies inappropriate body language, e.g., invades personal space, lacks direct eye contact, allows distracting habits etc

• 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

DRAFT v4 FOR DISCUSSION