A short transcript excerpt of a conversation between Jordan Belfort and Jeremy Miner about when a sale truly begins. Belfort lists common buyer stalls and argues the sale starts at objections; Miner counters that the sale begins at the initial greeting ("hello") by lowering guards, asking the right questions, and creating emotional openness so objections dissolve.
This is where the sale begins. When he says what? Let me think about it. Let me speak to my wife. Let me call you back. Let me check with my accountant. It's the wrong time of year. The market sucks right now. It's Groundhog Day. It's leap year. It's New Year's Eve. It's Christmas. It's tax time. God knows when. It's summertime. I'm going on vacation right now. I gotta check with my partner. All the freaking stalls in the world. What he won't say is, it's a good idea. Jordan, I don't trust you because you're a freaking scampage. My mom told me when I was five years old, and that's the truth.
Yeah, I see where Jordan's coming from here. And a lot of people believe that. Like, when you get the objection, that's when the sale begins. I think that the sale begins at hello. Because if I can get them to lower their guard by asking the right questions with the right tone, and they emotionally start to open up because they feel comfortable with me, and they start telling me what's really going on, I can build such a big gap from where they are to where they want to be that those objections just wash away.
