i'm jordan belfort and this is sales school netsuite is the world's number one cloud business system bottom line it gives you visibility and control over your financials hr inventory e-commerce and more it's everything you need all in one place in fact over 21 000 companies using that suite right now so you'll be in great company right alongside them so let netsuite show you how they'll benefit your business with a free product tour at netsuite.com school so it's really um a very important thing to know the experiences that someone has had in the past with people
who sell products and services similar to your own because you know based on the bad experiences they have some of not some but not all of it is gonna be attributed to you so you know action threshold is made up of the sum of ones beliefs and experiences and just you know they're really the core of how they feel about making decisions about buying in general about sales people overall should they trust should they not trust all of that stuff wraps up into action threshold it also though wraps up into this other very important thing
which is where does someone land on the certainty scale the moment they enter the encounter and they understand what the sale is about in other words you know the goal is you want to move someone to as close as possible to a attend 10 10. question is where do they start and the answer is well somewhere right they're from planet earth they know about real estate they know about automobiles they know about whatever you're selling they know about it right and whatever they don't know their brain will fill in the blanks and extrapolate from everything
you've seen heard inferred and they'll instantly land somewhere on the certainty scale what you're referring to here is someone that is entering the encounter with a general mistrust of the process itself because of bad experiences right so one of the questions you would love to ask it's important so tell me about the things you know anything the bad experiences what didn't you like with the people that you've used for this in the past the problem is if you do that it doesn't work it's too on the nose to say to someone like you're trying to
close them so ah so tell me what was what you hate about your last sales person like what they they'll be like well i'll let me you know so rather than doing that you use a different tactic you start off by saying first tell me what you liked about the last people what were the things that were positive about the program what were the features and benefits what did they do that was right what what was great about it and now like oh well it was this this and this and also what was the stuff
that really was not so great that now they'll be like well the [ __ ] because now you're not being so obvious if you just go to the negative they're like you're sharp shooting them like nope they clam up but by asking them what was good first they talked and then you bet it's a natural and what was not so good tell me about that and then while you would knock it and if they say a couple of things that were good you go aha yep ah yeah it makes of course so so your tonality
of active listening when they're telling you the good things is yeah obviously as if to say anybody would do that of course oh yeah of course right yep yeah obviously uh uh-huh minima your tonality is minimizing how great those things were because they're so obvious and obviously you do them and then and you're not going to ask any follow-up questions about what they liked but then when you say and on the flip side what wasn't good for you what was it something that really just bothered you that really pissed you off i really want to
know that too and then they then when they start talking you're like ah oh my god exactly oh my god as if to say oh we would never do that that's oh my god you must have been soap and then tell me more about that okay and then ask follow-up questions and dig and really dig into that side of the equation you get it that's how you uncover the real truth about also so you cannot go in just saying so what's what was wrong because if you're like a cheap salesman and they say oh yeah
i would never do that so you so you do it the other way and then the last question and if you could like just imagine you could design the service that was literally perfect for you like you were tell me what that would look like what were the things that would what would we do what could i do what would that service look like give me the perfect solution for you just give me an idea if you ask that so if you ask that question stand on no they won't give it to you they go
yeah oh let me tell you the perfect one because you want to just then tailor it but by doing it as a series of three it's a natural it's like almost like one question like that last question was like just like so you asked the first question and what wasn't so bad and what was so you asked what was good and what was really not so good and they answered that and then you ask follow-up questions and say and and and then if almost like it just you know and if you could design it for
yourself like what would be the perfect fit yeah this is so much of this is tonality and how you you ask a series you create a frame and they will and they say ah yep got it okay great well jim let me just say this based on everything you said the program we have here is definitely a perfect fit let me tell you exactly why now for starters and now you really have that ammunition you know where their pain lies and you tailor into that you
