i'm jordan belfort and this is sales school [Music] all right here's the deals america gets back to work you want and need every possible advantage out there succeeding the new economy smart companies run on netsuite by oracle the world's number one cloud-based business system so receive your free guide right now at netsuite.com school now every sale is the same right well why because we take control we make it the same we take immediate control of the sale and you have four seconds to do it that's it you are being judged in those first four seconds
your prospect lays eyes on you they see you they rip you apart they put you back together they've judged each piece and based on that they say to themselves either this person is number one sharp is attack they're sharp on the ball number two they're enthusiastic what they have must be good they seem enthusiastic about it and number three most important of all an expert in your field let me repeat that one more time here those are called the three things that must line up in the first four seconds you got four sex number one
you must be perceived as being sharp as a tap you're sharp you're on the ball you're a born problem solver number two you're enthusiastic as hell enthusiastic as hell meaning what you have must be good now i'm not talking about that over the top oh my god my son that's that's over the top nonsense enthusiasm it's not what i mean i'm talking about something called bottled enthusiasm it could be a whisper it's beneath the surface but it's powerful it's strong and lastly and most important of all you are an expert in your field sharpest attack
enthusiast of an expert in your field meaning that you are someone that knows their you are an expert and what do we do when we're in the position or in the presence of experts what do we do we defer we've been trained since we're yay big to defer to experts we were very young our parents took us to the doctor when we were sick right and even our own parents were before we're like wow this is a very special guy he's been to school the doctor would ask us questions we would answer we don't interrupt
them when we are in presence of experts we defer you must be perceived as sharp as attack enthusiastic as hell and expert in your field i'm gonna take a sip here expert in your field if you're not perceived this way what happens the prospect tries to take control when we believe that we're dealing with a novice someone who's dull not enthusiastic we will take control and what i realized that first night i invented the straight line back in 1988 believe it or not this is what i realized i had a certain way of talking a
certain way of ethnic commanded authority people knew they were in the presence of an expert and because of that they would defer to me i was able to take control of the conversation and once i had control i could then make every sales and i could follow a certain road map to closing everyone using the same technique if the prospect is in control how could you do that you can't use any technique because you're you don't know what's coming next the first step in what's called the straight line syntax is you must take immediate control
of the sale you must take control because what's really happening in the mind of the prospect and it happens in those first four seconds they say this is a person worth listening to that's what this chunks up and say you know what he's show up and through this she's sharp enthusiastic expert they are worth listening to because he or she can help me achieve my goals they can help me get what i want that's why people listen to you we seek out experts to solve our problems eliminate our pain you must be perceived this way
when you are what happens they defer so watch number one you got four seconds you sound you must sound this way there's something you must be perceived the prospect says wow this person's an expert in their field they're sharp wow i'm going to defer they probably can help me get what i want they're experts i've been taught that it's respectful to defer to an expert so now that gives you the opportunity to take control you then take control and you use that to start asking questions and you ask those questions in a very specific way
using certain tonalities and you start building massive rapport that way [Music] you
