i'm jordan belfort and this is sales school all right so if you're a business owner do not let quickbooks and spreadsheets slow you down anymore now it's time to upgrade to netsuite by oracle the world's number one cloud-based business system netsuite gives you the visibility and control over your financials inventory and more schedule your free product tour right now at com netsuite.com school got a great topic today skills training has to do with looping your specific aspect of it in terms of how you totally handle different objections in other words one of the things that
i teach with looping it's pretty you know obvious right the other sort of the broader levels is that when someone hits you with a common objection right um and then you run your initial loop right you know you'll say you know what i'll give you access to do you like the idea they'll say yeah it sounds pretty good to which you say exactly you enter someone's world without they say yeah it sounds great you say exactly so those you enter someone's world where they are right but let me give you a different take on this
right so i always say your every sale is the same you have all the common objections 12 14 whichever one you choose based on the industry and you're gonna count doubles with you know uh bad time of the year and groundhog's day leap year excellent christmas you get it right but there's you know a handful of objections right and no matter which objection you get hit with your standard straight line response is very basic you know i hear what you're saying but let me ask you a question does the idea make sense for you do
you like the idea right now notice this is important this is the distinction so i say i hear what you're saying not oh john i totally hear what you're saying but does the idea make sense to you see i don't if i s if i say oh i totally understand what you're saying but it doesn't feel like i give away control i lose power it's like oh my god i understand but so you don't do that what what you want to do is say i hear what you're singular so you don't break rapport so i
hear what you're saying fair enough reasonable but let me ask you a question does the idea make sense to you do you like the idea right now you've probably heard me say that i've taught that too many times right one thing i might not have gone through though with you because this is in the advanced training course i'm working on now is that there is one objection that you actually handle differently you still say the same words pretty much but you handle the tonality with a different twist right so someone says to me go backwards
you know what my favorite objection is honestly or the one i respect the most i'm not liquid right now because at least there's a chance it might be real or you know i want to think what the does i want to think about me i want to call you blah blah blah blah right it's not it's a pure smoke screen for uncertainty right but when someone says i'm not liquid right now there actually might be some creepiness to the fact that you know maybe they you know thought they could afford and they didn't understand the
full price the point is it might be real right so i handle it differently so watch how i handle let me think about it so it sounds good jordan let me think about it and i say i hear what you're saying bill let me ask you a question does the idea make sense to you do you like the idea they say i want to thank you by saying i i hear what you're saying we're in rapport but let me ask you a question hypothetical tone but if they say i'm not liquid right now i change
my tonality and i also although i say i i understand what you're saying bill so i actually give that credence i actually know if you just said i'll hear you saying this i wanted to understand you i i get it you might not be liquid right now and i've been there since i you know that i can understand it goes back almost to the same way you handle when someone says yeah i don't trust you jordan that's why i said well that i can understand you don't know me i don't have a track record right
and in that case which would be you know the second part of our first class but let me take a moment to reintroduce i actually will show them how they can trust me well the same thing goes with this objection to those when i say they might actually not be liquid don't think for a second that if they say i'm not literally oh okay well then i'm not all right i'm sorry i wasted your time i'll never do that notice what i'm saying is in order to make sure i stay in tight rapport and they
know that i care i'll shoot them a tonality i'll tell everything you know i understand you're not living right now like your dad i understand i'm looking right now i get that we all go through those you see the difference versus i hear what you're saying versus oh i totally understand that jump but let me ask you a question i go back then there's the idea so either way i end up going forward but the point is is that when it comes to money i don't want to be so i hear what you're saying i
actually give them some okay i totally understand that john but let me ask you a question now here's the deal once they hit you with that by no means does that mean i lose my state of certainty all i'm going to do now is well fair enough let me ask you a question does the idea make sense to you do you like you know why because now i'm going to show them how they can actually afford it either through a financing option a payment plan or i might even go through a step down sale you
know 7000 right where essentially i start slowly but surely reducing the size of the order i asked for as i asked for the audit each time so there's four times i asked for the order i might ask for 20 000 of x the first order 10 000 the second time 5 000 and then down to 1 000 the last time it's 1 000 the minimum i'll take right in other words i'm just cause they say they're not liquid by no means does that mean i give up all i'm saying is that totally i want them
to understand that i care like because you know listen i understand you're not liquid and i totally understand you don't know me and don't trust me but what i don't understand let me that's a nonsense so the way i handle it tonally is different and it has a very big impact on what happens you know in the mind of the prospect because when you say something you know like i understand that they're like oh take care she's not just there to make a sale but let me ask you a question does the idea does the
program make sense dude do you like it do you like what i have right and now they'll be like well yeah it sounds pretty good and i'll say exactly it really isn't great now in fact let me say this and now just so you know i'm still going to look back create massive certainty focus a bit more on some of the cost benefit ratios and if there's a financing option i'll certainly start revealing that right now and then go to my step-down sale you get it but that's the distinction remember tonality is so so so
powerful so there's a big difference between saying i hear what you're saying versus i totally understand what you're saying john but let me ask you a question versus i hear what you're saying really i end up in the same spot but in each instance i telegraph certain things in the first instance where they say you know i want to think about it what i basically says i hear what you're saying we're in a report but i know you're full of you get it like i hear what you're saying john but you kind of full of
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