i'm jordan belfort and this is sales school back again walking here so here's the deal guys i want to talk about a skill today i want to talk about an aspect of creating certainty what it really has to do with this is this this mistake or this pattern i see with sales people where they try to close a prospect they try to move forward on the straight line when the prospect really isn't that certain about their product logically you get it like then the prospect is clearly not sold that your product is the best deal
out there that has this cost benefit ratio has the features and benefits that best applied to them it's price fairly they're not really sold and it's obvious from the questions they ask from the tonality of their responses yet the salesperson is trying to go and loop and move down the line without building certainty for the project more into the emotional side of the equation lowering action threshold let me just tell you something guys people don't buy very very few buy when they're uncertain like you know if they're below a five or six you have no
shop because people don't make decisions they don't believe in their best self-interest we don't buy we don't buy things that we think will make our life worse we buy things that we think will make our lives better you get it so that positive intent is always driving someone's decision at the highest level so what happens is if someone's not that certain if after you're done with your presentation or even your first loop if they're still like i i don't know it doesn't you know it sounds okay and they're still asking you questions you can't be
moving down the line and expecting to close these people when they're still in a state of uncertainty about the product logically the reason your first 10 is your first 10 is it must be the resolved before you move forward in the same way with the three basic tenets of the straight line you know you must be in control before you try to move someone even down into intelligence gathering or else you're spinning your wheels you won't be able to gather intelligence effectively because they'll cut you off they'll try to take back control they won't answer
you forthrightly they will answer you honestly they'll answer your questions with the questions of their own which is what was happening to my guys way back in the day which inspired me to create a straight line the syntax the steps of the straight line are there for a reason step one has always been to take control because nothing good happens without that but in terms of certainty the first 10 you must get your prospect to a very high level of logical certainty about your product good or service without that you're finding this massive uphill battle
to try to close them there's no swift language patterns or lowering the accession or talking about the second ten about if you knew me and you trusted me we'd be doing this no they still don't know you know they still don't love your product that's step one so make sure that you get that in place before you go about trying to do anything else after that that comes after it and i see this all the times as i go around and train sales forces i see all the time again and again for very good car
solid companies that still make money they're still doing well they have a lot of sales people that are trying to close without getting their prospects into a state of absolute logical certainty and yet when i invariably start going from salesperson to salesperson at one of these companies the top producers are all doing that you get it the top is not one top producer i've run into who tries to close when their prospects aren't certain they know that's not going to work so they intuitively don't try it now in terms of the straight line even if
you're not naturally a top producer it can allow you to perform at the same level but you got to follow the roadmap follow the syntax it's there for a reason remember strategic preparation take your time to create your patterns create your airtight logical cases three of them so by the time you're done with the first second the third version you know one building on top the other you have this as i say yeah you know scream from the hilltops you know no holds barred in inarguable airtight logical case that makes sense on every freaking level
without that it's really really hard to close at any reasonably high level starts with strategic preparation meaning you take the time to map this out beforehand don't try to wing it don't try to just you know come on the fly with this incredible airtight logical case that you're doing three chunks it's very hard to do almost never succeed unless you're a natural born closer at the highest level take the time to write out these patterns get your thoughts straight and also by doing that by having things written out and memorized or in front of you
over the phone you still have there's a guide right it allows you to essentially have your conscious mind freed up to be watching and listening and hanging on your prospects every word every move so you can judge where they are in a certain scale and see if you're falling out of rapport all these crucial things that allow you to ultimately move them to a higher level of certainty if you are essentially just you know so caught up in your own words because you haven't planned things out and you're you're struggling or your entire conscious awareness
is based on trying to pull the best words out of thin air it's very disempowering because your conscious mind has very little processing power right it's if it's all tied up trying to come up with the right words well you don't have a lot left over to analyze your prospect's reactions to those words that's why strategic preparation is so key not because it also not just because it helps you build certainty because you have the right things to say but also allows you to become a much more effective listener you know you know you have
to work out what order you're going to ask your question you have you haven't prepared you know you're going to this is the order this is what makes the most sense you know your logical flows by preparing yourself you set yourself up for greatness by walking into a sale unprepared and trying to wing it you you really you honestly you start yourself with like a 30-yard penalty behind the freaking starting line all right you got to play huge catch-up ball so don't do that okay the straight line system is a gift that keeps giving it
allows anyone to become a top producer in the field but you got to use it and part of that means engaging in strategic preparation and not walking in trying to bring it it doesn't work i love you all right so make that your mantra that i'm gonna be prepared for every encounter i'm gonna know what i'm gonna say before i say it i'm gonna enough about my prospect as much as possible without wasting time your markets are over prepared in terms of trying to research my prospects if i'm cold calling but the point is for
those high ticket items for those people that you're in front of you and you you gotta know what you're gonna say before you say it all right love y'all talking tomorrow [Music] you
