![]() Sell me that pen.”īrad: “Why don’t you do me a favor and write your name down on that napkin for me.”īrad: “Exactly! Supply and demand, my friend!” Jordan (DiCaprio): “Brad, show ‘em how it’s done. Finally Jordan hands the pen to his friend Brad, who he believes is a natural sales person. After each one, Jordan shakes his head and snatches the pen back. In an attempt to teach them their first sales lesson, Jordan pulls out a pen and going around the table, thrusts it in their faces, one by one, with the instruction: “Sell me this pen!”Īs each one takes the pen from him, they fumble through an attempted sales pitch: “This is the best pen ever made…”, “Let me tell you about why you’d want this pen…”, and so on. In this scene, DiCaprio’s character Jordan is sitting at a table with his hometown buddies, a group of inexperienced misfits, whom he hopes to turn into penny stock sales pros. But, the simplicity of how one scene makes this point is worth noting. ![]() We’ve all heard this classic piece of wisdom in our careers and have no doubt communicated this to our reps on countless occasions. There’s one memorable scene in the movie when Jordan teaches his sales team one of the most important lessons in sales: focus on establishing a need for your product/service. The takeaway? Investing in the development of your sales team provides the foundation for business growth. We can all question the ethics of Belfort’s model, but his focus on training and ongoing reinforcement of that approach was key to ensuring his less experienced hires were successful. He successfully transformed uneducated and unqualified people into results-driven performers with his simple, but consistently applied methodology. Jordan Belfort truly understood the importance of training in a highly structured sales approach. ![]() However, outside of the lavish spending habits and outrageous parties, Belfort created a competitive and energized environment through training and constant, visible motivation. For those who saw the movie, you know the atmosphere at Belfort’s brokerage firm was ludicrous. Never underestimate the power of quality training in building a high-performing team. Despite the fact that this humor- and drama-filled flick casts the financial sales profession in a negative light, the surreal plotline does highlight at least two valuable lessons for sales leaders. Take this year’s Oscars best picture award finalist, The Wolf of Wall Street, based on the true story of the rise and fall of stockbroker Jordan Belfort (played by Leonardo DiCaprio). However, that doesn’t mean that real-life business lessons can’t be learned from the movies. Brian Williams, PhD Wolf of Wall Street Sales Training & Lessonsĭoes Hollywood paint a realistic picture of business? In short, probably not.
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