i'm jordan belfort and this is sales school topic is a big one it's looping and the reason i'm going through looping today is because i'm putting the finishing touches on the looping module for the certification course i'm going back to like for the fourth time now i'm kind of filling in little blanks and you know one of the things that that i explained there is that and you may have heard me say this but i really go through very deeply here in a in a way that's really applicable to anyone is that when you ask
for the order for the first time just remember there's only three things that a prospect can say they could say yes as in yeah let's go let's do it which case you have a lay down sale right one of those perfect laydowns where basically they were pre-sold before they entered the encounter so they entered at a very high level of certainty you said a couple of things that said yup this is what i want so i need and boom they bought those people have a very low action threshold and they enter at a high level
of certainty so your initial presentation was enough no objections bam kind of rare though and depending on what you're selling you know in some cases yeah if you're selling iphones or some sort of you know commodity based item it's so well known and you're almost more of an order taker yeah you can have those pretty frequently but for people in influence-based sales we have to close they're very far few between most people hit you with some objection right so the second group you have yes yeah lay down number two they say no not interested that's
even rarer than your laydowns why is that because you've already filtered these people out during the intelligence gathering phase and this is important in other words you don't want to be making full-blown presentations to people who don't need your product want your product and benefit your product can afford your product right so how'd you find out during intelligence gathering you took the buyers in power buyers and heat you move them forward during your transition made presentations to those people and you left the look you lose and the mistakes behind basic stuff right now think about
the logic here so now you have these these buyers of heat buyers in power moving down the straight line they've already answered all your intelligence gathering questions in a way that said they need the product they want the product they can afford that's why their buyers need their powers or else they wouldn't be right that's how they got categorized and now you make them this beautiful airtight logical case and you ask for the order for the first let's say no i change my they don't say no they'll say oh wow it sounds pretty good let
me think about it and that takes you to the third thing they could say which is maybe in other words maybe is a catch-all for all of the common objections maybe maybe i'll buy maybe i won't that's what let me think about it means maybe i'll buy maybe i won't buy bad time yet maybe i'll buy in other words that's what those objections represent maybe yes a lay down very rare no almost never happens at this point you get your nose while you're cold calling while you're doing your marketing where you're sifting through leads you're
not interested they never belong in the pipeline in the first place the ones that you present to should have already been filtered out enough that they don't say no or not interest they say sounds good let me call you back sounds good let me speak to someone else you get it so you don't get no's sometimes you get yeses rare very rare in most industries what you get tons of overwhelmingly is maybe maybe i'll buy maybe i won't which is the catcher for all your common objections and the reason it's important for you to understand
this is because your attitude in here what you're feeling inside you're like oh ah another oh no he wants to think about oh any penny the sky is falling i went through this whole presentation and i got another object i'm exaggerating a bit but the point is you have to be ready for that first objection expecting it and saying to yourself now is the time i'm gonna roll up my sleeves and earn my paycheck that's what a real salesman does and that's where his mindset is so you're not put off by that first objection you
eat that first objection for breakfast because now you know you can roll up your sleeves and really do your job which is to take people who are sitting on the fence and turn them into yeses that's what our real salesperson does we don't take the no's and turn them into yeses we take the let me think about it let me call your backs bad time of years let me talk to my wife just turn those people into yeses and we're ready and we are extremely feel strong when we get hit with that first objection because
we're expecting it that's the distinction all right i love you all it's a big tip for the weekend going and remember you get stronger with the first objection because that's where the sale truly begins yes from the first word under my mouth yes i'm closing but the real influence begins when they hit you with the first objection talking on monday you
