We watched The Wolf of Wall Street last week. The story of Jordan Belfort’s rise and fall as a stockbroker in the 1980s… and then his rise again as a result of his sales training program and the film itself.
Sell me this pen
One of the highlights of the film were two scenes in which he encouraged sales people to “sell me this pen”.
The first of those scenes showed Leo DiCaprio playing Jordan as he tried to encourage a disparate group of less than competent individuals to become his sales team. I warn you now, there is a lot of swearing!
But each of them fails until the last one takes the pen from Jordan’s hand. He then says: “Write down your email address” to the response “I haven’t got a pen!”
At the end of the film, you see Jordan running his sales training programme. He gets down off the stage and approaches an individual in the front row, holds out a biro and asks him to “Sell me this pen”. The man starts to praise the pen’s quality. Jordan moves on to the next man. “Sell me this pen”. He hears a similar response. Three more times… and the camera pans out.
People just don’t know how to sell him that pen in a way that is likely to make him want to buy.
Certainly our own experience of trying to sell SEO and Social Media is that you can talk about these services until you are blue in the face but, unless you can identify what the client actually needs and show how those services can provide a solution, you are wasting your time.
It’s not about the qualities of the pen.
It’s about how it can solve a problem or scratch an itch that has been troubling the client for a long time.
How Jordan Belfort would really sell me this pen
Cut to Piers Morgan interviewing the real Jordan Belfort, who reveals that if he was selling the pen, he would first ask a few questions of the