i'm jordan belfort and this is sales school [Music] all right here's the deals america gets back to work you want and need every possible advantage out there succeeding the new economy smart companies run on netsuite by oracle the world's number one cloud-based business system so receive your free guide right now at netsuite.com school every sale is the same doesn't matter what you're selling who you're selling it to whether it's in person or over the phone there are these certain core elements that must line up in the prospect's mind again doesn't matter what you're selling or
how you're selling it it could be high ticket low ticket in person over the phone tangible intangible does not matter these elements must line up in the prospect's mind now there are three three core elements that must always line up if one of them is missing you're not going to close if all three are lined up you have an excellent shot of closing now in total there are five elements what are the other two about well remember i said you have an excellent shot of closing them well sometimes you might line up the first three
elements but you still don't close because there are two more i want you to look at it like this human beings we're almost like super duper computers our brains which is like the smartest computer you could ever imagine right and the way our computer works is it's almost like imagine the way a safe cracker goes about cracking a safe right some safes some combination likes like the ones that we have in public school and gym like a three combination simple master lock three numbers pretty easy to crack that type of combination lock get all three
numbers right boom the safe will open the combination lock snaps open right but what happens if you go to a safe and you're trying to crack that and you get the first three numbers and you know they're right because you could hear that click you're an expert safe cracker right what happens if the safe doesn't open you pull down up it's uncrackable no guess what some safes have five numbers those the more difficult safes to open realize that three numbers might not be enough for the expert safe cracker so they make sure there are more
numbers human beings are the same way imagine buying is open like opening the combination lock on a safe when the prospect says yes boom and they buy you crack the code when they say no well let me think about it's like you tried to pull on the lock and it didn't open we have the straight line here right in the straight line basically represent perfect sale this is your open this is your clothes right you're open here where you first pick up the phone speak to them that first word out of your mouth and then
the close is when they say okay yeah let's do it right this is europa that's your clothes right and every once in a while you get one of those perfect lay down sales where everything you say everything you do everything you show the prospect they're like yes oh my god wow that sounds great yeah that makes sense everything you say there's no questions no objections no concerns all the way from the open to the close and when you ask for the order for the first time they say great here's my credit card let's do it
we all love those right in straight line parlance we call that a perfect lay down sale it's almost as if the prospect was pre-closed before you even entered the encounter that's a laid down sale and it will be great if most of our sales were like that but they're very few and far between what typically happens is that your prospect tries to take you off the straight line they have questions they have concerns they interrupt you they cut you off you have objections right so you have these boundaries here above and below the line when
you are inside these boundaries here and here you are in control of the sale that's you being in control of the sale when you flow outside the boundaries and you go out of control up here to pluto or down here to your anus not a very good place to be i have great handwriting right this is probably my best hearing by the way your anus right not good places to be so what that really means is when you've lost control of the sale and now you're being more reactive versus proactive in other words we must
maintain control of the encounter and i'll get to that in the next lesson we do together here when we move into unconscious communication and show you how we do that but the idea here is that we take control of the sale that would be the next session right so assume you just had to do that you take control right and once you have control you can now follow a certain pathway you know that you could say what you want first because the client is listening and playing along you're asking questions they're answering you're making a
presentation you're saying does that make sense they're like yes you're in control versus if the prospect is in control and you're like on your heels and you're getting objection they're interrupting you guess what you're spilling off the pluto up here talking about the price of tea in china or down here talking about politics in america got a bit of colby virus you end up talking about things that are not germane to the actual sale so when you are in these boundaries in here you're talking about things you're actually making headway and talking about things that
are relevant and germane to filling a certain need this prospect has depending on what you're selling remember when you sell what are you doing you're filling someone's need you're eliminating a pain point of some sort to understand what's really happening big picture here this is essentially the graphic of what an encounter looks like we call this goal oriented communication that's what sales is is goal oriented communication why because you're talking to someone and you have a specific outcome a goal in mind it's not a random conversation like you're having with your friends or your wife
or your husband or your partner or your parents it's very different so there's certain rules that we must follow when we're trying to speak in goal-oriented situations and they're very different than when we speak to our friends and our loved ones and our acquaintances so what the straight line is it's essentially your playbook your rulebook your guy your blueprint for closing a goal-oriented communication encounter in your specific industry that's what's going on and it starts right here at the beginning you
