i'm jordan belfort and this is sales school all right short message from my number one sponsor netsuite here's the deal if you're a business owner you don't need them that's me to tell you it's tough to run a business because it is right we all know that don't let quickbooks and spreadsheets slow you down anymore now is the time to upgrade to netsuite by oracle they're the world's number one cloud-based business system they give you the visibility and control of your financials hr inventory e-commerce and more you want to join over 24 000 companies using
netsuite right now so schedule a free product tour now at netsuite.com school that's netsuite.com here's the deal this last lesson was a bonus lesson because i have all this like you know these overarching principles that you'll notice that sit atop the straight line and govern its success and failure right success or failure right this particular one has to do with this this idiotic notion out there with various sales systems like oh this is a closing i laugh and say oh it's a closing based system i'll show you this oh high ticket closing whatever i don't
make fun of anyone in general you know the only system that really is worth its weight is a fully integrated system that takes you through all aspects of human communication without that you get one little part of the story but not a usable system so the point reason i include this is a bonus lesson just remember you know nothing in sales is a constant if you're in ultra tight rapport but you say something stupid you break rapport and you can't close if you have a really high level of certainty and you say things that don't
add up that certainty will drop certainty is not a constant rapport is not a constant okay and the fact is you're closing from the first word out of your mouth not on buying from you you're closing them if nothing more on listening to your next sense that you're a person worth listening to as soon as you forget that and you think okay we're like i'm in rapport so now i can just you know move up you can't you'll fall out of or the best metaphor i've ever seen for this is like when you watch political
debates i'm not sure what country you're in you have people from all over the world when you watch political debates you notice like they'll have people in the audience with these thumb things right and when a politician is like really long their tail off it goes sinks down to the ground when they're saying something that resonates with the audience that's honest you'll see this that's almost how it works when you're selling but based on what you're saying rapport is either going up or going down it's never constant never certainty is not a constant rapport is
not a constant and controlling the sale is not a constant you don't just take control you must maintain control which is why you've got to learn this at a deep level so you're not just coming off as an expert for a few short minutes that you can go the distance position yourself as an expert learn how to sound like one close the knowledge gap and use the straight line system to just really become a force of nature a force to be reckoned with you get it when you look at this bonus module please you go
through it really listen just look at those foils rapport building asking for you never stop doing any of those things all right so take this out into the field okay now i know some of you might be working i'm gonna give you two short messages each day of the weekend just casual messages for you guys just to keep in touch because we're at a higher level now with the with certification right i want to speak to you every single day seven days a week but it'll be a quick one minute hello in the mornings i'll
be in a different location casually in my own house right here i'm at the office here right so we'll speak again on saturday and sunday or whatever you know and i can't always time when you get the message because you don't all start the same day but i'll do my best okay the time to see get the casual ones on the weekends i hope right anyway i want you all to have an amazing day today you know life comes down to these to these moments right where like you know did i step through the window
of opportunity did i or didn't i did i do what i should have done or did i not do that because of fear self-doubt uh of just you know of uncertainty by my own ability guys it's almost like the devil's trick you know you don't want for those who are in certification you made the decision but you got to now take it and embrace it and run with it make success an absolute must in your life and for those who are in this good lord i mean how could you pass up an opportunity to become
a world-class communicator there's no replacement for that skill set and to achieve without it is really difficult make the world the way you want it be ethical be honest don't step on people to get to the top but get to the top or whatever your definition of the top is all right i love you all it's a great first week we'll talk again over the weekend casually no big deal take care you
