i'm jordan belfort and this is sales school so i want to talk a great topic here um it's something that i'm doing a reshoot for the certification program because not that i didn't say it right the first time but i kind of made it really complicated to put graphics on because i was jumping all over the place and sometimes what works when you just explain it isn't so easy when you want to use graphics to explain it i'm talking about these different boxes that we put the sales process into meaning sometimes people say well this
is the old model of selling which is the hard charging sales idea you know ah you know close all the time you know rip people's heads off right versus the new model which is the consultative model right and i'm not going to spend too much time getting into them i'm going through that in the certification the point is this is that one says you spend most of your time building relationships and only percent of your time closing the other one says you spend most of your time that's that's consultative the other one says and hard
charging the old model is like you spend only ten percent of your time you know getting into rapport and you know 40 of your time closing and then the others are broken down between you know asking questions and giving presentations let me bottom one they're both such complete nonsense let me just give you the overarching concept here to focus on when you are selling with the straight line system you're always doing all things at once meaning you're closing from the first word that comes out of your mouth bottom line not closing them on buying closing
them out you're a person worth listening to because if you don't do that if you don't close them on that you're an expert you feel you're sharp you're on the pole if you don't do that guess what you're done they're gonna take control sphere will still spiral out of control and it's all like that and also just because you get control doesn't mean you stay in control control is not a constant same thing with rapport building whether you build rapport 20 of the time according to one or 40 according to the other it's it's ridiculous
you can't close when you're out of report you can't increase someone's level of certainty for any of the three tens when you're out of rapport you get it you're always looking to build on the report you already have and make sure that you maintain report if it starts to bottom out it's just to fall down right you want to bring it back up by slowing down looping back the point is with the straight line system you're always doing all things at once you're always closing you're always looking to build rapport you're always presenting meaning in
those presenting a solution right you know the one model will say so you know 20 of the time the other one says it's thirty this doesn't matter you know the first word out of your mouth is part of your presentation you better be aware of that because you're presenting from word one i plan out what i'm going to say before i enter the encounter because i know if i don't do that i'm gonna end up spiraling out of control i'm gonna you know lose my positioning as an expert the straight line is your a b
c it's the syntax that shows you what to do first what do second one do third right but remember you're accomplishing all things at once i'm not gonna try to close someone when i'm out of rapport and when i'm trying to build rapport i'm closing them on the fact that i'm worth getting into rapport with and i'm just like you you get it so please just be aware that yes we you know we have a syntax synthesis says first step one you have to take control step number two right use that control to start asking
questions gather intelligence and simultaneously build rapport then you have your transition right so yes box box box but those boxes they mean the primary focus the primary outcome of that moment in the sale right is x but you're doing all things throughout the sale it's not we're like okay i'm a rapport great now i could be an or i'm only gonna you know close at the last second when i asked for the order i'm not closing them on anything before that really you'll be broke and living under a bridge otherwise all right so that's the
point here remember when you're using the straight line you're doing all things at once as you move someone down the straight line from the open to the close every word you say everything you do is designed to a get control and keep control of the sail b get into report and continue maintaining and building rapport c you're presenting from word one to the very end and d you're always closing bottom line once you get that concept under your belt not that you know that's not a skill but it's a mindset that will help you with
everything else as you're actually deploying this in the real world all right i love you all have a great weekend and we'll talk again on monday [Music] you
