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 without the straight line system you could show up feeling absolutely you know your product is the best and you're sure of it but you have no way of making the other person sure the straight line system bridges the gap between you and
your prospect or put them even more especially it bridges the gap between what you're feeling inside and your ability to communicate that to the prospect and make them feel that way too that's what the straight line does so given that if sales is the transference of emotion and the emotion you're transferring is certainty and you're the boiler what does that mean that means you better show up to that sale in a state of absolute certainty because if you're not feeling certain if you're feeling negative if you're feeling overwhelmed if you're feeling fearful unsure feeling uncertain
guess what you have nothing to transfer you are the broken boiler that can't heat the house so you might know the straight line backwards and forwards you got it down pat but you're not feeling certain that day good luck trying to close one what do you think happens imagine showing them to someone's door or calling on the phone and you're in a state of absolute uncertainty fear and overwhelm good luck trying to close anybody when you're feeling late here's another example it's just not for sales parents okay if you have kids right imagine you're a
parent you love your children right you really you love your kids right you've probably even read books on parenting so you know the strategies you don't have a parent right you've got to be a good parent but what happens if you come home after a tough day and you're feeling impatient angry bitter and just ill-tempered how good of a parent can you be in that moment not very good so you can't access your parenting skills you're in disempowered states in that case and you can't transfer that feeling of calm and empathy and love to your
children see the parenting skills allow you to essentially get the point how you're feeling across your children right well with selling the straight line system allows you to transfer what you're feeling inside to the prospect and that better be absolute certainty so what i'm really driving at is this there are two ways that you can show up to a sale you can show up at for sale feeling absolutely certain or you could joke feeling uncertain and i guess the shades of the two right you could be uncertain or certain there's also two ways to be
certain you could be certain because you just happened to be feeling really certain that day like oh i'm lucky i'm today i'm feeling really certain like you know the environment has been good to me i'm in an upbeat mood i closed the last three sales i'm just feeling certainty i'm feeling pumped and positive you're having one of those on days that's one strategy that you hope for the best like you know you wake up i hope i'm in a good mood today i hope i'm feeling sharp today right that's one way to do it or
you can use a technique i've created called olfactory anchoring that literally ensures it acts as an insurance policy for you showing up in a state of absolute certainty in other words there's a way that we scientifically teach you that ensures that every time you pick up the phone to make a call every time you knock on a door to close a sale whatever you're doing in that moment you can trigger a state of absolute certainty in yourself and by doing that you set yourself up for greatness because then once you're feeling that way you can
use the straight line system to transfer that certainty inside you to the prospect and close everyone who's closable just remember we use this product here this is called boom boom i don't have a stake in the company so you don't have to use boom boom all this is a very pungent smell it's portable you stick it in your in your pocket it's unobtrusive no one knows you're using it it's unobtrusive okay so watch here's how you use boom boom very simple it's like you take this i'm not doing coke guys all right something like that
it's just a really vapor it's very smelly but it's a good smell and i it's a really pungent smell and by doing that quick blast up each nostril what it does it's wired into my brain i've actually linked this smell to a state of absolute certainty so when i smell this it almost pops me and not almost it pops me into a state of absolute certainty it's very much the way pav loves dogs you've ever heard of pavlov ivan pavlov he did an experiment program dogs using these anchors where you can use a bell and
you show a dog a piece of meat and eventually the dog will start salivating just because you ring a bell you have to show the dog the piece of meat i know it seems kind of weird when i'm sticking a thing up my nose here and you know i'm getting myself into a state of absolute certainty i promise you this if you use this if you get yourself into this elevated state of certainty you anchor that in just that alone is going to increase your closing by 30 or 40 from where you are right now
because you're showing up in a state of absolute certainty then the next step is to use what the straight line to transfer that certainty to the prospect so you can close anyone who's closable you
