Day 7 Trying to sell a pen to Jordan Belfort

Day 7 Trying to sell a pen to Jordan Belfort This is day seven of trying to sell a pen. Who's this? Jordan. Hey Jordan, how you doing? This is Luke from Luke pens. Luke, what do you want? Look, Jordan, I don't want anything from you. I just wanted to know, uh, if you were a pen guy, what pen do you using? I'm using a Mont Blanc, obviously. Is that. Is that your favorite type of pen? It writes. That's it. Is that it, Jordan? Is that it? Jordan, do you ever break a monologue? Then I go through them like water. What's your point? So it seems like if a pen is only, uh, just that it writes, Jordan, don't you see a every big deal you ever close? That's the last part, right? deals. So what? Yeah, exactly. you sign a lot of deals. You need a pen that can. Is. Can stand with you while you're signing these deals. What do you sell? A pen or a philosophy? My time is money. a mindset. I'm selling a mindset, Jordan. You buy this pen, this pen's gonna be with you for the career. Uh, this is made out of finalium steel. to break. It's made right here in America. with a semi truck, do you prefer blue or black ink, by the way? I prefer pens that don't break when I slam them down after a bad trade. Sounds like the perfect pen for you, Jordan. Do you prefer blue or black ink so that we know what colour to send you? I don't care. Just send it. Alright, cool. Jordan. Uh, so I got all your address and everything. I'll send you an email and we'll go from there. Just send the damn pen, it's already sent. You'll get it tomorrow and we'll invoice you after that. You're invoicing me? What is this, A charity? Uh, no, Jordan. I'm in the middle of a 50 million dollar trade, Jordan. And I'm in the middle of providing you some real value. It's up to you to accept it, Jordan. I hope you enjoyed it. I'm hanging up. Dang. That's our best score since we've returned to the challenge. Okay. Yeah. Value communication, baby. Men, I'm selling a mindset, Jordan. You buy this pen, this pen's gonna be with you for the career. You pivoted from a feature to a bigger idea, which was a good attempt to elevate the value. Jordan, I'm in the middle of providing you some real value. It's up to you to accept it, Jordan. This came across as defensive and discursive of his current situation. Instead, try: "Jordan, I hear you. I'm busy. My time is money. Try: "Absolutely, Jordan, and that's precisely why I'm calling - to ensure every moment, even signing, reflects your success." Key Takeaways Focus Areas You Got Well When Jordan said "What do you want?" Try: "I'm calling to quickly share top dealmakers are elevating their signature moments, and I thought of you." You introduced yourself clearly, but the "What do you want?" from Jordan showed you didn't set a clear purpose. Next time, try: "Hey Jordan, this is Luke from Luke Pens. I'm calling because I noticed you have a high stakes industry, and I have a quick thought on how your pen could reflect that." Discovery You asked about his current pen, but didn't dig into his "It writes. That's it. What usually happens to them?" Value Communication You connected the pen to signing deals and a "mindset," which was a strong attempt at value. To make it more concrete, when he said "I sign a lot of deals, you could have said: "Imagine a pen that feels as substantial as the deals you're closing - that's what we offer." Objection Handling You addressed his "what are you selling, a pen or a philosophy?" with "I'm selling a mindset," which was bold but didn't fully address his time concern. When he said "My time is money, try: "Absolutely, Jordan, and that's precisely why I'm calling - to ensure every moment, even signing, reflects your success." Closing You tried to close by asking about ink color, but then immediately assumed a sale and invoicing, which led to confusion. After he said "I don't care, just send it," a better close would be: "Jordan, would you want me to send you a sample pen to experience it firsthand, and we can chat next week?" Value communication, baby. When Jordan said "What do you want?" Try: "I'm calling to quickly share top dealmakers are elevating their signature moments, and I thought of you." "Men, I'm selling a mindset, Jordan. You buy this pen, this pen's gonna be with you for the career." "I go through them like water, Jordan, that's your point?" "So it seems like if a pen is only, uh, just that it writes, Jordan, don't you see a pen at the end of every big deal you ever close? That's the last part, right?" Call Analytics Talk/Listen Ratio 74% Longest Monologue 00:15 Speed 212 apm Objections Handled 2/5