i'm jordan belfort and this is sail school it's not like the straight line created those elements those are naturally occurring elements in any situation of influence they must those five core elements so so i call them the five core elements of the straight line system i'll repeat them number one they must love your product number two they must trust and connect with you the salesperson definition of action threshold is it is the s essentially it's the level of collective certainty that any individual prospect needs to be at before they say yes in other words how
certain does a person have to be about the product about you and the company before they naturally are inclined to say yeah i'll do it i have a low action threshold meaning you know i can be reasonably certain and um sure i'll do it yeah i'll buy it why not i like to buy [ __ ] right my father the opposite he's like i'm not buying anything unless i'm damn [ __ ] certain right i was like trust the salesman so my father's got a high action threshold i have a low one right it'll lower
someone's action threshold if it's too high because what someone has a high accuracy what they say is let me think about it that's what that's why that's why the objections pop up typically right someone's got a very high action threshold and they're just not certain enough yet right and that last element of five is your pain threshold that essentially people tend to buy quickly when they're feeling pain and i mean pain like a pitch pain meaning emotional pain anguish uncertainty fear they're like uh they're out of control about something they want to get back in
control that's what you're doing you sell you put them back in control of their lives by giving them a product that solves a pain point okay so those i call them the five core elements of the straight line system but here's the deal whether you're using a straight line or not they still exist right so what happens is if you're not using a straight line and you're unaware of them it takes you many calls until you accidentally line them up that's the difference that's why we can collapse time with a straight line because we're deliberately
going after these five core elements in a methodical way in a way that the best closes in the world do it naturally so essentially what the straight line represents and when i hear orphans oh my god from great sales that's exactly what i do you just wrote down what i do yeah exactly the system is represents what great salesmen do naturally and allows anyone to do that so let's go through these steps one by one okay and we give you the broad overview today of these steps we'll dig into them each week okay number one
always the first step in every sale is what you must and everyone should know this by now you must take immediate control you must take control of the sale why because without control you can't line up anything you get it they're in control there because if you want to do things in a predictable fashion let me give go back the words that actually preceded me inventing this straight line what hit me is i looked at my 12 guys that don't you guys get it every sale is the same they're like what i'm like every cell
is the same watch it's a straight line and i drew the straight line on the book what i meant by that was that i as a world-class national salesman i line up these same elements every time the same way because i'm in control so i take control of the sale i take immediate control okay i'm not going to explain how to do it today because most of you already know will reinforce it next week or the week after but the point is this is about just broad overviews right now right you take immediate control by
you know vertically by sounding sharper's attack enthusiastic as hell and expert in your field and that last one an expert in your field this is the linchpin because people we've been taught since we're yay to defer to experts when we are in the possessed presence of someone we perceive to be an expert we defer we give up control okay so you must take control why because that allows you now to line up the elements in a predictable fashion the same way every time the second step and this is important is we use this control not
to bob up about to become a talking head the mistake will make says oh this is when you take control you want to talk talk no you want to use that to ask questions we gather intelligence we ask a certain set of questions to find out not just if our prospect needs our product but if they can afford a product what their beliefs are what their values are what their hierarchy values is what their pain point is their main pain point their secondary pain points we identify all their major important data that decide a whether
they should go down the stream like how we help them and b are they qualified and where their pain lies right and then as we do that we simultaneously get into massive rapport right on both a conscious and unconscious level we build upon a conscious and unconscious level by engaging in a technique called active listening and through the use of tonality when we ask all questions we use certain tonalities that show that number one you care and number two you're just like them that you understand them you you process things the same way you feel
their pain okay there's certain tonalities that we use that allow us to fall into tight rapport and then we also have our most importantly active listening meaning that when we ask a question and someone responds we're not like we're like yup god we give them yes so you you you converse with them as they're high yep god makes sense that you finish their sentences sometimes you know what they're gonna say that shows you're an expert but most importantly builds massive rapport and when you're done with this sort of double-headed monster of gathering intelligence and building
rapport next step is your straight line transition this is where you essentially you decide whether or not the person should continue down the straight line can you help them if the answer is yes you say well jim based on what you said to me this is a perfect fit for you let me tell you why if not you say jim you know honestly i really can't help you it's not what i have here doesn't really it's not going to help you out i wish you you know great luck maybe you can go send them somewhere
else but don't try to sell someone who you can't help it's not ethical you're wasting your time or if they're not interested just don't don't force the square peg down into the round hell okay but assuming they are interested then next the next step of the syntax is we make our straight line presentation and this is where we begin the process by the way of lining up those first three core elements that they must love the product trust and connect with you and trust the company that stands behind the product and again we frame we
don't front loan we frame okay because we're gonna end we always end our presentation with a few things so step sisters step six is we're gonna ask for the order for the first time we ask for the order now on top of that i want to add a couple things here number one remember whenever possible we want to end with urgency before we ask for the order and remember your overarching equation of energy in benefits out meaning that when you frame all your old trains going to the library i'm not going to repeat it today
right just very quickly when you frame a closing scenario it's very simple to get started and this you're going to get this benefit remember reset your benefits and you ask for the order and you shut up right that this step six here closes out the front half of the sale that's it front half of the sale is closed right now three things can happen they could say yes and they buy one lay down sale no objections right b they can say no right i'm not interested or three they could say maybe now yes that lay
down they're pretty rare you don't get them that often when you're selling but they happen sometimes yeah one they just almost pre-sold right no is even rarer by the way because remember you would have already weeded out the people who weren't interested in you get you they won't interest you you're not you don't want to be presenting to people who don't want your product you get it you don't want to do this it's pointless right maybe is all the common objections that we hear let me think about it call you back blah blah blah and
for that i'm going to quickly go through it before we run out of time here is number seven is we're going to deflect the initial objection meaning we don't answer it head-on deflect the initial objection i hear what you're saying because the idea makes sense to you do you like the idea don't worry about the tonality it's not the right tonality you just want to lay this out you're going to deflect the objection and then what we do is we're going to run our first looping pattern meeting we essentially now watch let me draw the
straight line out here watch this is a straight line not that straight because my shoulders i can't even hold my shoulders alone this is your open this is your clothes right is your dotted lines above and below the line right the front half of the sail say and it's not really a half usually a third right ends right there right when someone says let me think about it what that means they're not certain yet not certain enough so we need to essentially loop back into presentation mode we go back and we essentially resell them remember
the fir your present your initial presentation your initial presence is about framing meaning that you don't throw the kitchen [ __ ] sink at them that's not how you close at a high level it doesn't work people can only take so much people don't go from uh imagine the certainty scale right here's a one here's a ten this is absolute certainty they love your product this is what they think it's absolute uncertainty the biggest piece of [ __ ] in the world biggest piece of [ __ ] best thing since life spread right that's the
continuum right there right when someone says to you yeah it sounds pretty good that's not a 10. they're like you say yeah hey do you like that you say yeah it sounds pretty good it's like a five or a six so what you need to do is you need to loop back and make them more certain say things to them show them documents sales aids right that's what you're doing when you loop back you are increasing someone's level of certainty and this is the key guys to closing at a high level is that you essentially
untrained salesmen at best by the way they think i'm nick i think a great presentation and i just got to pressure someone to buy that's not what happens you frame your presentation and you keep representing presenting re-presenting re-presenting and each time you tell them more after they keep saying let me think of the call back you get them closer and closer to that level of which is by the way where they're okay step eight well now you're looping your goal when you loop is to bring their level of certainty above their action threshold so when
you ask for the so here you're going to loop once right and you run this loop and again we're going to dig into this in the following so i'm not going to get specific here right every loop always ends with you asking for the order each time you ask for the order they can do what they could say yes no or maybe again those pretty much out of the equation that says yes or another objection if they say yes you have a closed sale and you're done if they say another objection what you do very
simply you're going to loop back again so every time they hit your objection you're looping back and representing strengthening your case making them more and more certain you get it on both logical and emotional there's two types of certainty hopefully you know that by now if you don't that's another subject we'll deal with in the following weeks to come right but remember you keep looping back and looking back now in terms of the actual syntax watch after this first loop on the second so you're gonna keep running every loop ends with you asking for the
order if they don't say yes they give you another objection you're gonna run another loop except this time you're gonna lower their action threshold there's a pattern that we use i'm not gonna get into it right now because it's in the old trains and i'll dig into it next week that's probably what i'll do next week right is you you lower the action threshold and again you're going to always end the loop of asking for the order then next loop number 10 is going to be you're going to add on pain and again this is
a pain as the part of your loop and end with asking for the order so every loop always ends with you asking for the order in this loop you insert the action threshold lowering strategy in this loop you this would use the action threshold strategy in this next loop loop number three is your pain addition strategy and then after that you can keep running loop if they'll buy you keep going and going going but again that's a matter of how many loops you want to run separate issue okay the point is now we get to
step 11 which is right how many loops that you ran right where either you close the deal or you end the call they didn't buy it there's a certain number of loops right now i'll get into the subject of callbacks and if you want to set up a callback separate issue here i'm just going to go through the syntax here and if you so if you easily end the call they didn't buy for you but if they bought now you end go to customers for life strategies this is where you're going to add on your
strategies now for getting referrals for getting repeat buys from the same customer so there's a whole new set of strategies that kick in in step 12. if they buy now we go into phase two of the straight line which is developing customers for life how do you get them to buy from you again and again and again turn a one-time buyer into a long-term raving fan who gives you a massive number of referrals that's the syntax of the straight line [Music] guys you
