i'm jordan belfort and this is sales school hey guys jb in the house here for your daily motivation slash skills training and as promised today's topic is going to be the construction of a loop it's like sort of the sort of the actual like you know the step-by-step the logical side of looping how it works why it works and how you construct the loop from start to finish right so there's basically two things to know about a loop right number one is that every loop is in response to getting hit with an objection so the
the loop is always i can't [ __ ] write is this a little objection is brought to your objection all right so a loop is a response to someone saying let me think about it let me call you back it's a bad time of year right santa claus the [ __ ] tooth fairy the whole thing right so remember this the the idea is this phenomenon called objection hopping so what happens is when you answer an objection right in in the looping process what typically happens is they'll start off saying yeah it sounds good jordan
let me think about it and then you run a loop and then all of a sudden rather than have to think about say oh yeah well it really sounds great i just gotta talk to my wife right and then you overcome that with the loop oh yeah oh perfect just can i call you back in 15 minutes and then that's the next one and they go on and they hop objections right and the reason people do that the reason people hop from one to the next is because in truth all of these objections were merely
smoke screens for what a lack of certainty the big c you hadn't had a high enough level of certainty for either one two three or all three of the three tenths right or perhaps you live with someone incredibly high action threshold so in other words remember so action threshold represents right the sum of someone's buying beliefs about you know taking action trusting people uh my best decision is a quick decision overall i think that i can trust most people that salespeople aren't out to rip me off that's a low action professional person a high action
threshold person is i don't trust salespeople one bit i need to think things through i got to do my research right people with those types of beliefs will have a high action threshold meaning that their collective level of certainty for the three tens must be really really high in other words for someone to buy imagine let me draw this outfit in a graph so in other words imagine this is certainty right it's a one and a ten right since as you go down the sale there's certainty you go down the straight line the certainty rises
right so imagine that someone has an action threshold right that is uh 10. they're very high that means until you get their collective level of certainty above this till they're that certain so if they have let's say a nine action threshold this sum is going to be essentially like a 9.1 or higher on the collective certainty scale three tens logic and emotion if it's below that they say uh i'm not certain enough to act in spite of my beliefs so my beliefs about not taking action are stronger than my certainty that i'm so sure that
this time i'm right that yes even though i don't trust most salespeople i'm sure of this one so they're that sure that their action that they're essentially their level of certainty exceeds this previous position not to be certain not to buy right versus the someone with a low accuracy like me where you get me to like a 7 eight seventy i'm seven on the product eight on the sales person a seven on the company but i have a six action there so i'm like yeah most of the time i think it's okay so i'll buy
so people with higher active thresholds need to go further down the straight line they require more loops because they'll be going back watch so if you go back that's what i first said i said watch an uh a loop happens in response to an objection so know someone answers an objection right so someone gives you an objection right what's the first thing you do i'll show you with your initial loop i've skipped the page i'm not gonna waste paper now right so with your first loop loop number one right it starts with the process of
deflection meaning we don't even answer the objection head-on so if someone says it sounds good jordan but let me think about it so it's not now the reason i use that compound answer it sounds good but let me think about it is because most of the time that's what you get when you ask for the order so let's just say let me think about it i say oh it sounds okay so they'll give you some indication of of where they stand but they'll qualify oh yeah it sounds pretty good let me call you back so
typically your initial objection will be a compound answer right so when we deflect all it means is that we essentially don't address the second part of the compound answer head on it sounds good right so watch it it sounds good but let me think about it i need to think about that right so compound answer right so what we do with deflection is i focus on this okay and i sort of deflect i said i hear what you're saying i said but let me ask you a question though just like it really makes sense dude
do you like the idea i address this aspect right because remember it's at this point it's all about the fact that they're not at a high enough level of certainty about your product first because remember people unless they love your product they're not going to buy from you so it doesn't matter yet about you or the products they can trust you they say listen dude i really trust you but i think your product sucks they're not going to buy anyway so what's the point of addressing the trust factor when you have an established first that
they love your product that's why that's the first thing we always do right so our initial loop starts with deflection we deflect the objection and i just say you know does the idea make sense do you like the idea right and then i run this pattern right starting with my first so watch which starts with deflection i then have my first pattern where i essentially build on the airtight logical case that i framed in my initial presentation i then go to my forest gump patent right that set where i sell myself and then i resell
the company so that's all in this middle part of the loop and then i transition into a close and i ask for the order so in other words a loop always begins with a either deflecting the objection in the first one or then the second one you're actually going to answer the objection but i'll never the fl i never will just say i hear what you're saying you know about about your wife but just give me one shot and buy from you there's always something in between and what's in between is where the magic happens
this is the magic it's what you say after you say i hear what you're saying but but let me say this and when you say let me say this what you're doing is you're filling in the blanks of your airtight logical case and making it that much stronger so for those people watch so let's say that your initial presentation got someone to like a six or seven on the certainty scale but they have a nine action threshold you have to raise their level of certainty you have to there's no way they're going to buy unless
they're more certain about all three tens so the re so what we do is we run the loop to move them down the line to a higher level of certainty and then we ask for the order again so we raise that so we use the objection as an opportunity to loop back into presentation mode rebuild more certainty and ask for the order again so the patterns you know the things that you say are designed to make your product so they understand it's that much more awesome they already thought you're making it that much more awesome
in the prospect's mind and also when it comes to emotional surgery you're starting to future pace them on how it will make them feel in the future when they are going to the vacation rental driving the car down the road with the wind blowing in their hair or have the insurance policy and no one are worried about getting sick because their kids will be taken care of no matter what you get it so you always future pacing to create emotional certainty about all three tents so when you run your first loop and ask for the
order again they might now because you've raised that level of surgery but it's not high enough they'll hop to a new objection now on the second objection when you loop you're always again you're gonna answer the objection head on so they hit you with now let me talk to my wife right so you're gonna say i understand you wanting to talk to it but let me say this and then you can go to some of the rebuttals i've given you and pick out that rebuttal about why they don't really need to talk to their wife
but then you would never ever go from answering the objection to the close something has to be in between because remember the objection was a smoke screen for a lack of certainty that's what it was so there has to be something in between that does what that raises their level of certainty so you are you answer the objection then you go loopback again and you resell the product again you resell yourself again more emotion this time future pacing resell the company and now you can lower the action threshold using that pattern so now what you're
doing is you're attacking it from two levels now you're raising up their level of certainty and you're lowering their action threshold that if it happens to cross over where you've lowered their action threshold enough so that their level of certainty is higher that's when they buy now if on that loop they don't buy then what do you do you'll get hit with another objection so you're going to answer that objection once again you loop back create even more certainty and now you'll add on pain you lower the pain threshold when we introduce pain into the
or reintroduce pain right what it does is by having someone essentially insinuate into the pain they're feeling it will temporarily lower their action threshold even further and again because you're now also you're also always raising certainty lowering action threshold and if at that point their level of certainty exceeded their action threshold that's when they'll buy right there so again it could be three loops how many loops do you run it could be three four five doesn't matter the point is every time you run a loop what you're doing is is you are increasing the collective
level of certainty lowering your action threshold and the methodology is simply by taking this objection and using that as the opportunity to essentially increase certainty lower action threshold and transition to a close so the loop will always end with the close and it always begins with answering the objection that's how you construct a loop all right now will it work well it will if what you say in here actually makes sense so you can't be saying nonsense so you actually have to come up is why i always say work on your patterns prepare yourself know
what you're going to say you have to be able to make three airtight logical cases and three airtight emotional cases for each of the tens when you can do that and you know how to lower the action threshold using straight-line technology it's pretty hard not to be able to close anyone who's closable all right that's your lesson for the day i love you all tomorrow we'll go back to motivation so kick some ass today close your deals be ethical be honest but make a ton of money talk tomorrow you
