Wolf of Wall Street Cold Calling Scene - What tonality to use on the phone

That almost precisely how Belfort trains people in his Straight Line Selling training. DiCaprio really nailed it.

IMO, it`s a way to convey ideas about yourself without saying it overtly.

I always go in authoritative in the first few seconds and it's fairly rare that people hang up on me straight up but I let it go fast and I try to make it more conversational afterward.

I think depends on the prospect`s mood. IMO, it`s not as important to match the person perfectly as it is to reply with the right tonality with the right words given the circumstances.

Rule of thumb for me is that if I can convey it with tonality instead of words, I go for it.

Sounds just like the sales call scene from the Boiler Room (Great movie by the way!!!)...

Tonality is used to create emotion in the prospect. A greed, or need, scarcity, excitement, secrecy, trust to name a few. Language patterns combined with tonality that elicits the emotional state that you want the prospect to be in, is where its at.

There is no point in using tonality just for the sake of it, the next call my tonality will be authoritative, that is not going to get you anywhere.

I believe tonality should be used to keep a prospect's attention. If you speak in monotone you are boring and people don't want to hear you speak for a long time. Tonality adds some excitement to the conversation and it is what good storytellers use to keep their audiences wrapped in the story for hours.

I match my tone to the person who answered the phone. You can tell a lot by the way a person sounds when they answer the phone. I think socialentry nailed it, I think a lot of it has to do with the prospects mood. People want to buy from YOU. You present the product, but then sell yourself. You hear a dog barking, ask about their dog, and then mention your dog. They mention kids, grandkids, then ask about them. To me it's all about sounding like a real human to them and not another sales guy going after their wallet.

The problem I have with the clip is that he was lying about everything. All style, no substance trying to legitimately add value to the client. Belfort was all about ripping people off, but I guess people like his style.

His Straight Line system, kind of a telling name. Does he advise people to snort a straight line of coke before a cold call too? LOL.

I wanted to buy Aerotyne Industries stock when I watched the movie!

The Acting- So,So... I could see the seams in his delivery!

The call- It was a re-load and not a cold one call-close. Not a fresh new lead and a cold call! But a client already, maybe.

It was a lay-down, no objections at all! However that happens if you use enthusiasm, energy and urgency and greed! Basically it's more on how you say things and not what you say, however watch out for the misrepresentation!

You also have to take control and tell the client "Here's what we're going to do" And then get it done get it closed!

BTW- i never saw the movie, just commenting on the video.

I agree with NewParadigm on the lying bit. Putting makeup on a turd isn't really that hard - so the result kind of lost a bit of it's power. I still think he would have nailed the call even without the makeup, due to the enthusiasm, energy and tonality. Back to the old basics of, not what you say, but how you say it.

"does that ring a bell? The reason for my call"... like a Jordan clone

Tonality, at least the way Belfort defines it, is about how something's said, to inflect and change tone in such a way where it delivers a specific unspoken message along with the words. It's rather ingenious, actually.

Real world example of tonality: My better half and I went to the fancy sleep number store at the mall to enquirer about an adjustable bed for my aging father.

Halfway through the sales lady's spiel she lowered her voice and started talking very quietly about a "secret discount" available. There was only the three of us in the entire store!

I guess there could have been secret recording devices placed strategically by management, or not, it did make me chuckle though.

This goes to one of my fundamental beliefs about sales, which I have diagnosed over and over in people who struggle to sell.

The bigger the BS - the better salesman you have to be.

I'm not saying that people who are good at sales are flim-flam artists. There are a lot of great sellers that I respect. A few have posted in this thread.

If your offer is a total load of crap - like when I was selling the "Vortec Force" vacuum cleaner door to door in my first sales job - you gotta sing and dance like a circus performer. Like Jordan Belfort did.

Not all offers are amazing so the more "ordinary" level of value you are providing, the better seller you need to be.

For me, it all comes down to empathy. Jordan Belfort has a real ability to produce fake empathy. This is what all con-men have in common. It sounds as if they really get you. They tune into your needs. They tune into your frequency, and then make an offer you'd be crazy to refuse.

In business, if you have real empathy for your prospect and only offer them things of great value, your technique can be a little bit off and you can still make a good living.

If you combine great value with great sales skills, you will become wealthy.

The first thing I target when someone is struggling to make money isn't their selling technique, it's their value proposition.

I'm not a great seller but I have loads of empathy. I can tune in to what a person needs and offer them exactly what they are looking for. The solution to their problem. Doing this, I don't need the sales tricks. I took Jordan's course. It was great. But I never really needed to apply it.

If I could work hard enough and really become great at sales, I would make more. But I don't believe sales technique alone will get you there unless you are willing to lie about the value you are offering. The small lies and exaggerations will cause small amounts of resentment in your clients. Tell big enough lies, and you go "up the river" to the big house.

Instead of working really hard at learning to sell, I work really hard at learning to provide value. I believe I end up with about the same income and it feels much much better.

Lowering their voice as if sharing a secret is one example.

The "Wolf of Wall Street" clip isn't a training film. It's good acting though. So you're almost but not quite actually hearing the tonality done as it should be, so let me give you another example.

The part where DiCaprio (as Belfort) says to the person he's calling, "you mailed in my company a postcard..."

Now, you could say that matter of factly as a statement.

That would be one tonality.

Another tonality would be to say it as if it were a question.

"You mailed in my company a postcard?"

DiCaprio almost does that in the clip.

And what happens in the recipient's mind is when they hear that statement inflected as a question, the mind interprets it as a question.

Even though the sales person continues on speaking.

And because the mind hears it as a question, naturally, it seeks to answer it.

So the recipients mind is thinking, "Postcard? What postcard? Mailed in?"

And even if they can't remember doing it, their mind tells them, "I must've done that and forgotten it"

...with the result that they're more open to the message.

All because it's delivered with an inflection.

My general tone on calls is to project myself as a slightly confused, wise old man. Also works wonders for talking to girls in the day time because it's disarming. I think it's where I learned it from actually. Slow, deliberate, unsure. Not reacting or needing anything from the other person.

Yes, yes the tonality was good.

But, the key point is the "prospect" sent in a postcard.

Only the best way ever to get great clients.

Obviously sell them something legal and ethical.


Steve

Yes, and so they should (lol)

Always good to bring attention to these details.


Steve

Tonality sure is everything. I consider tonality also being in line with enthusiasm, although a lot of people would call me crazy for doing so, doesn't matter.

Your enthusiasm is better than being a soft spoken, low toned person on the phone who makes cold calls. Not gonna happen and you won't be making very many sales.

So enthusiasm sets the tonality.

big ones!!

And by the way I have more experience than you many, many, many times over in the real world of closing with real closers that would make your head spin and then you would look confused! OK

When i was on holiday in the USA i made the mistake of putting my business cards at various places. When i returned to Australia i got a phone call from a company who wanted to sell me some stock, and suggested one of their dealers call me, i tried several times to say no, but the guy was pushy so i said, ok. Within 1 hour i got this very charming guy ring up and say he wanted to give me $3000 to put into a investment account, so i could start making money from it, again i tried to say no, but it was a very smooth approach and i said ok, I then tried a different tack and asked at what point could i take money out of the account, he replied i could remove money at any time.
So i said ok, i would like to withdraw $3000 that you just put in, which would go towards paying my lawyers fees as i have just declared bankruptcy.
That part of that $3000 will go towards paying the rent in my government housing commission home.
Before he replied, i think he must have been drinking coffee or something as i heard a loud bang some swearing and next thing the phone line is cut off. I waited patiently for him to call me again but alas that call never came, so i put down the phone, and decided to go for a swim in my indoor heated pool at the house that i 100% own and had a good laugh

When Cold Calling I try and find a quick commonality. Ie. I may have found their business card at a deli. When they answer I speak to them as if we have meet before using the tonality initially of a friend as if we have been aquatinted before. (just because we have eaten at the same deli) This works well because it immediately lowers their guard, they believe they are talking with someone they have meet before not some sales person.

Then I do my best to pace, mirror and match to build a solid rapport, using phrases like: most people, you know how, and everyone says. These really target the subconscious well and quickly help to build rapport. After this create the urgency find the need and use tonality to match the situation if you remain monotone or sound like you are reading a script you might as well have not picked up the phone.

I know phone canvassers do a job, just wish that there was a word that could be used instead of the word no, as they do not seem to understand i am not the slightest bit interested

Tonality is like color to a phone call. This helps callers emphasize the main key points.