The Wolf Of Wall Street is a what-not-to-do movie.
If you lie and cheat you might make lots of money in the short term but in the long term you always get caught.
The scary thing is it’s based on a true story.
At the very end is the famous “sell me this pen” scene.
Jordan Belfort is a sales trainer at a seminar. As he takes the stage, he pulls a pen out and walks down to the front row of the audience. He gives the pen to the first guy and says, “sell me this pen.” So the guy starts rambling about some benefit or whatever. Jordan then takes the pen back and gives it to next guy. Same thing. Just mouths off some benefits and claims. Jordan takes it back and gives it to the next guy… who does the same, trying to tactically sell the pen.
It’s an important scene:
What these ‘sales specialists’ were essentially doing is what a lot of people do with their marketing — they are just pitching claims and benefits tactically instead of using tactics anchored in the principles of persuasion.
Earlier in the movie one of the foundational principles of sales is demonstrated when Jordan asks Brad to sell him a pen while their siting in a diner.
Remember is Brad a pro drug dealer who get a lot of practise selling..
Brad swipes the pen and says:
“Write your name down on that napkin for me.”
“I can’t I don’t have a pen.”
“Exactly, supply and demand.”
No tactics. Just principles.
No matter what you’re selling you need to understand the principles of persuasion and when and where to deploy them.
I can serve them up on a platter.
My calendar is open again.
Supply is limited but demand is high.