i'm jordan belfort and this is sales school all right so it's clear that nature had no idea what to do with testicles i mean they're always hanging out flopping this way and that are even worse sticking to your leg that's why tommy john created the hammock pouch see when you're wearing tommy john's hammock pouch underwear you're just that much more comfortable so you can do everything better by the way i'm not even kidding here i actually wear tommy johns and love them i'm serious i would not be saying this right now unless i actually had
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i'm gonna i'm gonna give you the formal side of this in a second here but i wanna i wanna think big pitch here for a second right so yes you're gonna ask for permission to ask questions we'll have all the rules we'll go through but watch the most important thing that you're looking to do here is to essentially weed out the non-buyers as quickly and elegantly as possible i've said this to you many times right but you know it's almost like that it's almost like the it's the throwaway side to the you know because of
course we want the buyers right so really interested is the buyers the people who fall into one of two categories the first category we call our buyers in heat and a buyer in heat is your absolute best buyer right that's someone who needs your product they want your product they value your product and they're feeling pain right now they're feeling some discomfort about or a lack from not having that need being there's a need they need to be itch they gotta scratch something that's making their life feel out of control in some way that's a
buyer in heat so they need your product they want your product and in their own mind they've already made a decision that yes i got to do this now so the operative word here what really separates us this is best buyer is the word now they've made a decision that i gotta fill this need now it's a pressing need it's not just that it's an urgent need right now that being said okay doesn't mean they're gonna buy your product they haven't maybe made a decision to buy your particular brand or from you but they said
i gotta fill this need just because they are feeling pain doesn't mean the other elements of the straight line don't have to line up right they still have to trust you trust the company that stands behind the product right the pain number five establish pain but they trust you trust the company you also think that your product is gonna be the best one the best fit sellers make right but the key here the key is that these buyers right they have made a decision to buy now near-term buyers right as opposed to the other set
of buyers here right which are called your buyers in power so you have buyers and heat which are your absolute best buyers they are feeling pain they're out of control they got to get back in control and your product so to speak serves as the bomb for that you get it they have a pain you have a bomb simple right buyers in power right are every bit as good as buyers in heat the only difference is they haven't decided on this one word now they have not said i have to buy now they'll say yeah
like i'm gonna buy i need this product i want this product and it'll make my life better but i can wait around opening because i'm in position of power the buyer in heat doesn't feel like he's in power he's sort of out of control he's out of power you have the power and a buyer in power they're saying you know yeah i need it i want it but i can wait a week or two whatever or until i find the best possible deal okay but these are great buyers both of these great buyers buyers and
heat buyers and power okay now watch those are first two imagine you now let's go back to the first thing i said right you want to work for one hour and dial the phone 100 let's say we're going to dial the phone 100 times this is your number of dials okay all number of doors you knock on and let's say you're going to be let's say this is over period i'll take call call it two hours okay so in two hours you're gonna dial the phone 100 times that'll be a 400 dial day think it's
hard it's not you can do it okay but you get the 250 i'll be happy all right let me sip so mathematically what happens is is of this 100 people a certain percentage are going to fall into this buyer's category they're going to be your buyers and then we divide those up again to buyers and heat buyers in power very simple right and typically by the way you know it's not and and again this is totally totally a function of how good or bad your marketing is how targeted it is if your marketing is very
you know sort of random not targeted that number will be lower be the percentage will be lower right if your market is very targeted then you'll have a lot more of these people but typically it's not unheard of okay for a half of these people about half of your pipeline to fall to the realm of possible buyers right and then that leaves the other half of the pipeline to be your what's called your look you lose or tire kickers look at those guitar tickers and these are the people who all i consider to be the
most dangerous people of all to your success in the sales field your tire kickers your buyers you're looking those what these people do and tire kickers comes from the auto industry right and look who loses from retail they just come in they'll you know they look at everything they want to touch everything right they don't buy the reason they're so destructive to you is that they disguise themselves they disguise themselves as buyers in power not buyers in heat just i want you to really understand once you really understand what's going on you'll be able to
start making your decisions on the fly of who you should really take down the straight line and who you shouldn't and that gets back to that first thing i said today is about really time management so much of succeeding in sales at the highest level is learn to be an excellent time manager intraday how to move and groove and not get bogged down in the that so many salesmen do that slow down number of dials they make and also just take them off course by speaking to unqualified people who never buy right we have to
to really make this your year you have to master this so i got to dig deeper into the psychology of what's really going on so watch someone who's a buyer in heat they're easy to recognize they are so excited they say things they'll tell you they'll tell you about their pain as soon as you start asking questions i'm like oh my god let me tell you my talent whoa it's that they they're not their heart but they wear their pain on their sleeves as the phrase goes they're easy to spot right the buyers in power
are easy to spot too because they're very attentive they're typically informed they need your product they want your product they've probably done some research about it right these people here though are the tricksters those like loki from avengers right these are the people that disguise themselves as buyers in power so to fully understand how to really weed them out of your pipeline you have to know what's really behind them why would people do that why would someone want to waste your time and really what is the the main thing that makes a lookie lower tie
kicker a tire kicker so i'm going to reveal that now i mean i've said it in the past here and then i want to get laser guide here so let's dig into this number one the biggest thing the number one thing that separates a lookie-loo from a buyer in power is what they guess anyone scratch money ninety percent of the time seriously ninety percent of the time they just can't afford it and they wanna experience the thrill of touching something or looking at or getting it and feeling like a big shot from it in a
car as if they could afford it to show an offer something partly with them or they just want to you know experience it this way take the test drive or whatever it might be try on the clothes the driving force the driving force behind look and lose is money don't kid yourself that's what it's about so what i want you to start doing right now is paying a lot closer attention to the financial aspects of your qualification if you find yourself with a lot of people who you seem like they seem really interested but then
just for this when they earned that to be you'll tell because you're closer it'll be much lower than it should be i just really really enjoy you run the whole straight line on them right and just time it again they're not buying from you that is because of money that's the big one so you have to start sifting these people out up front see what happens is let me explain the biggest problem of a lucky loot is that it's besides the time that you waste with them is that you start thinking that there's something wrong
with yourself or your pitch or your methods you say god i don't get it like you know i spoke to i pitched 10 people today or i pitched 20 people and only one person bought and there was like seven of them in there that were just like they were they were so interested they seemed so great but like i just couldn't get them over the one even i dropped the amount to buy it i got loaded their accuracy didn't work my and again i can't dig into your business without looking at it firsthand but my
guess is gonna be here is that most of the time that low closing rate was a function of you not spending enough time weeding out the non-buyers from the virus you
