hey jordan over here the wolf of wall street welcome to sales school all right jb here the wolf of wall street time for sales school the topic is your state of mind when you show up to a sale and this is sort of a book end to another lesson i've given you in sales school about the transference of emotion remember sales at the highest level is the transference of emotion and the primary emotion you're transferring is certainty the emotion of certainty certainty about your product that it's the best product out there that's going to meet
their needs resolve their pain best course better ratio best value proposition there's certainty about yourself that you are the best salesman for the job like you're going to be ethical with them you're going to handle all their questions anything that rises you'll you'll be there on the spot certainty about the company that stands behind the product so again the company's got to deliver the product give customer service right you're transferring that certainty when you sell and in another lesson of sales school i gave you this metaphor of it being like the way a home heating
system works you have the boiler in the basement you have the duct work the hvac system right then you have the rooms and the way the rooms get heat is pal the boiler is hot and it transfers that heat through that duct work to the various rooms right well in this case of selling watch the straight line system right where you have this is your open this is your clothes open close right so what's happening with the straight line system is as you move someone down the straight line from the open to the close you're
transferring certainty to that person you inside must be absolutely certain you must show up feeling certain that's a state of mind it's a physiological emotional state to be in a state of absolute certainty and you transfer that to the prospect who's in a lower level of certainty because they don't know all the things that you know right and again in this case the straight line system this represents the duct work the transfer mechanism you are the furnace you have to show up white hot with certainty then that certainty gets transferred the things that you say
that you show the prospect but it has to come from you so the question really is what happens if you show up to a sales encounter and you're not in a state of absolute certainty what happens well the straight line system has nothing to transfer it breaks down see the job of the straight line system is not to create certainty you create certainty it's in your tone of voice it's in your body language it's in the assuredness of every word that escapes your list it's the airtight logical case you make it comes from you the
straight line system shows you how to transfer that certainty to another human without pissing them off or boring them to death basically so there's all these things that can go wrong as you try to make someone else as certain as you one of them is you can piss them off like buddy you sound like you're a know-it-all like yeah stop i don't want to hear you you know we tend to do that if we are so excited that we can come off the wrong way we break rapport and we can't close so the straight line
represents this elegant very simple way for you to transfer the certainty that you feel inside to another human being so they buy from you simple as that right so again you must show up in a state of certainty now there's two ways to go about that one way is to hope and pray that i hope i feel certain today hope i'm feeling on top of my game and then you're gonna have some days where you really are on top of the game and you're really certain you sound great and you close at the highest level
and then other days though you'll be not on top of your game you'll be off your game and you're gonna have problems closing because you won't have that certainty inside you to transfer to someone else that's the first way the other way is to assure your success by making sure that you show up to every single sale in a state of absolute certainty and for that we use a very powerful technique with a straight line called olfactory anchoring now olfactory acting is where we use our sense of smell and our other senses here to trigger
a state of absolute certainty in ourselves so when we show up to a sale we're at the top of our game every single time now there are other videos i have in sales school and other places as well that will take you through that process the purpose of this right now is to highlight the importance that when you enter a sales encounter you must be in a state of absolute certainty any negativity any misgiving you have you got to leave those behind when you're out there either in the field or on the phone because that
comes through to the prospect and all of a sudden you end up being that malfunctioning boiler where you have no heat to transfer so now how great your sales skills are meaning your ability to use the straight line you yourself are not in a state of certainty and you have nothing to transfer and you can't close all right so check out the other lesson in sales school about anchoring specifically olfactory anchoring and we'll talk again soon take care
