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 so what i want to do right now is i'm going to use a throwback footage of some really great stuff i said at a live event that dealt with the pain threshold you know sometimes i'm in front of people and i can just you know get on a topic and get in a riff here so come to the live footage right now about this is the you know this is what corresponds to your um lesson i believe lesson four of this
module that's all right pain threshold let's cut to the live footage right now and i will see you on the other side element number five is incredibly powerful and it's called the pain threshold pain threshold let me tell you what this means people tend to buy when they're feeling pain if they're in pain about something they buy much more readily if they're not in pain my father very hard to sell to of all things he loved he loved his car the most his car he thought it was a person living human brain he loved his
car only jimmy from sunoco the sunoco could fix his car he would never go to another mechanic ever he was loyal to his mechanic he's loyal to a shoeshine guy he's loyal to his dry cleaner very high action vegetable very loyal to their people their providers they don't switch so my father loved his car and we never let anybody touch his car to fix his car one day we were on a family vacation 250 miles from home and the radiator busted and smoke started coming out of the hood guess what he did he went to
the first gas station he could find and found any mechanic who would fix it his barriers to taking action become they go through his action thresholds flying down in the face of intense pain of his family being caught out in the cold not being able to get home vacation being ruined so what that does is what's happening here it's essentially altering the movie he runs when you're in pain he starts to say if i what's the if what's the worst that can happen here and here's a negative almost negative effect if i don't i'm stuck
outside it spurs him on to take action so you see it's almost it's lowering his action threshold what we do with the straight line is we actively in the beginning of the conversation while we're gathering intelligence we want to ferret out and understand where their pain is find out where someone's pain is and i'll explain how tomorrow with actual questions that we as there are certain questions that we ask to dig out where someone's pain is and if necessary we amplify it we amplify it elegantly not so they hate us they still like you and
still report but they make sure they understand what their problems are and then at the end if someone is very close to buying but they still won't say yes and you've got them really really certain you've gotten them through language through your presentation really certain about these the 310s and you've lowered the action threshold and they're still not buying we then will add on pain and when we add on pain it also serves to reduce their action threshold and you jump through that window and when i say jump through the mean you ask for the
order then again with the action threshold lowered by adding on pain and people really start to buy all right you're back that was awesome stuff right listen remember all right remember this one thing that in the absence of pain people will tend to only buy when something is just a perfect fit that's the that's the story when someone's in pain you remember from lesson four right my dad with his car he pulled into the first gas station he could find and gets his car fixed that's what payne does all right so let's go out there
come on guys you're we know you're rounding out the end of week one here you're starting to really lock down those first you know the five core elements right the next module is going to be on unconscious communication tonality buy some we're making huge progress rock and roll and we'll talk again tomorrow you
