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Jordan Belfort also have to master (pitch and
Absolute Certainty Tonality
Your voice takes a firmer, more definitive tone with power from your solar plexus. You can feel the conviction coming through in every single word, and anyone who was listening would have had absolutely no doubt that you 100 percent believed what you were talking about.
Modulation
You lower your voice and then raise it; speed up your speech and then slow; Make a declarative statement then turn it into a question; group certain words together then turn it into staccato-like beats. This had a huge impact on your prospect.
Power whisper
Comes from deep in gut (your solar plexus). This creates the perception that what you’re saying has extra importance to it, that you really mean it.
Bottled enthusiasm
Gives the prospect an overwhelming sense that whatever product we’re selling must be good by creating emotional certainty. It’s about enunciating your words with absolute clarity and stressing your consonants so that your words have intensity to them.
Habituate
When your prospect becomes bored because you stay in one tonality for too long
“I care” or “I really want to know” tonality
An upbeat, enthusiastic tone helps you quickly build rapport and influence a prospect's inner dialogue by creating a psychological connection rooted in genuine care for their wellbeing. It is about being fully engaged and showing interest in speaking to your prospect. You want to be upbeat enough to get your point across, but not so over the top that you sound ridiculous
“Phrasing a declarative as a question” tonality
This tonality infers a micro-agreement and taps into 3 human desires: To not be perceived as being out of the loop; To remember people we’ve met before; To appear generally agreeable. This should be used sparingly but as long as your prospect remains in search mode their internal monologue is paralyzed from working against you.
mystery and intrigue tonality
Lower your voice just above a whisper and then hang on important consonants (ex: R in reason) for an extra fraction of a second. Lowering your voice that way gives the words the property of a secret, creating a sense of urgency and scarcity.
Verbal scarcity tonality
A state of scarcity created strictly by the use of words to create urgency. Always use right before you ask for your order. Ex: We only have 1 left and it will be 3 months until any shipment comes in.
Tonal scarcity
Triggers the listener’s unconscious mind by lowering your voice just above a whisper and then putting a little oomph into it. It stacks on top of verbal scarcity to intensify the feeling of scarcity in the prospect’s gut.
Informational scarcity tonality
Compounds the effect of whisper, turning what you said into a full-blown secret that the prospect feels they can use to gain a personal advantage. Ex: Not only is the product in short supply, but nobody else is aware of that fact.
Utter sincerity tonality
This is a calm, smooth, confident, low-pressure tone that implies that what you’re currently saying is coming from the heart, and that you’re and that you’re being absolutely sincere with them at the highest possible level. It’s a velvety smooth tone that’s so humble and so nonthreatening. You’re telling someone something that is clearly for their best interest
The reasonable man
Mostly used to close. Example: “Sound fair enough”. Also used when you’re asking your prospect for permission to explain the benefits of whatever your offer is.
Hypothetical money aside tonality
You make the the scenario an academic exercise which disarms them and allows you continue the sell while increasing their level of certainty
Implied obviousness tonality
You’re infer that it’s beyond obvious that your product or service is a winner.
“I feel your pain” tonality
Very similar to the “I care” but you use this one when your asking probing questions that uncover pain points.
