i'm jordan belfort and this is sales school what really makes looping so effect that is that it avoids this death spiral that i see salesmen all over the world getting into when they get into the objection handling phase in other words here's the basic you know the premise the front half of the sale right is is about collaboration right you know you're on the same side you're asking questions you're gathering intelligence you're making your presentation the problem starts typically when you ask for the order for the first time right and they hit you with objection
and you get into that sort of you know back and forth and i spoke with this i think was gonna be a week ago with two weeks i said about you know that you're right you know you're telling them basically you know that you're right and they're wrong they should not be objective they should be buying from you right and the idea that that by very nature that sort of confrontation breaks rapport and the beauty of looping is that it avoids that confrontation it allows you to stay in rapport while you continue to build certainty
but here's the deal just never forget that the death spiral i talk about is when the prospect starts hopping from objection to objection to objection in other words you know the prospect says let me think about it and then an untrained salesperson or a poorly trained salesperson or a novice salesperson will try to essentially overcome the objection of let me think about explain to the prospect why they don't really need to think about it and then ask for the order again and what will happen in that case is if you did a really great job
at overcoming the objection rebutting the objection so to speak right what will happen the prospect will simply hop to a new objection so now the sales person will answer that objection and then the prospect will hear the answer and then hop to a new objective you're answering objection that was bogus in the first place so your answer has no impact on the prospect it will be one thing if the prospect really needed to think about it it's like it was if they really if these objections weren't smoke screens but they're smoke screens for uncertainty never
forget that objection objection to smoke screens for uncertainty so what allows you to overcome them is not a rebuttal all the rebuttal does is it gives you the right to speak more and then you have to loop back into presentation mode and it's what you say after the rebuttal that wins the day you get it in other words the death spiral i talk about is when it's objection answer objection answer because every time you answer objection ask for the order you get another objection that's that's it's a joke it's a waste of time you're not
accomplishing anything you're never going to close someone by simply answering an objection that's why i was watching someone who's supposedly a top sales trainer and it was so ridiculous what they were teaching that their people on stage they were you know trying to give them answers to objectives and be kind of cute about it as if that's actually going to make a difference and it doesn't in the real world of sales when you're out in the field what takes someone from saying let me think about it or let me call you back what takes them
to saying yeah let's do it is when you say something about your product or yourself about the company that it essentially builds the value proposition that makes them more certain that what you're saying you know what you have is the best thing since i spread and then you future pace them emotionally you hit the emotional aspect of certainty and bam then when you ask for the order again that's why someone buys they're not going to buy from you because you answer their objection listen you need to have rebuttals to objections you do but all a
rebuttal does is it simply gives you the right to speak more that's it never forget that so this is why when you are writing out your scripts this is why we don't front load a script because we need to always make sure that when someone says let me think about it we always have one two or three more really airtight language patterns airtight points we can make to change our prospect's mind if what you do and by the way i saw a great comment on on on the news feed the other day someone said yeah
you know i actually i can't be how well this works i used to do this you used to write a script i'd say all the things in my main script and then after i was done i'd be nothing out of intelligent things to say so what could i say to change someone's mind and also why would the prospect feel good about changing their mind notice by framing your idea framing your presentation and not front loading you make it easy for the prospect to change their mind and feel good about it you get it because they're
saying oh i just heard some more information new information now i see it now it makes sense and then when you ask for the order in the right way especially your lower action threshold bam everyone starts to buy so remember the power in looping the power in the pros and the process lies in the fact of what you say after you either deflect the first objection and then going forward subsequently after you rebut an objection so you're a button objection you then say let me say this the true beauty is you build more certainty and
then after you've built more certainty for the three tens that's when you can either lower the action threshold and on pain or simply ask for the order again and close the death spiral occurs when you forget that step when you someone says you know let me call you back and you think that well if i can just come up with a really great reason why callbacks don't work or why they shouldn't be calling if i could somehow convince them of that they'll buy from me no they won't all they'll do is they'll hop to a
new objection they'll say it's that yeah i get that all right uh let me just speak to my wife they'll go from let me call you back and speak to my life that's what happens so the key here is in strategic preparation make sure that you have your language patterns your secondary tertiary all right language patterns written out so you have intelligence to keep saying about your product yourself and your company and also you need to know you're a bottle stew because your rebuttals give you the right to speak more that's the difference so rebutting
an objection gives you the right to speak more and what you say after the rebuttal the language pad the certainty you create after the rebuttal is what actually changes the prospect's mind and makes them say yes and feel good about it you
