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you an awesome tip today i got a great one here's the deal one of the things the biggest mistakes that i see sales people make is they do not go into the sale with a strategy that actually follows the straight line they study the straight line they understand the principles of tonality body language when in person they understand the concept of looping asking for the order right they'd get but what they failed to do is get into rapport by asking questions one of the most important aspects of the straight line are these second and third
steps as i refer to them step one is you must take immediate control of the sale that means you have to be positioned in the prospect's mind as an expert in your field sharp enthusiastic and because of that they defer to you so you take control they essentially give you control right but what does that mean what do you do with that control well when we speak about control we're not talking about control being you talk talk talk don't talk while the prospect sits there and listens no it's the actual opposite when you're in control
you're asking smart questions using the right tonalities and you are listening very intently using what's called active listening straight line technique right as they respond and by doing that by asking questions and listening actively as the prospect responds what you end up doing is a not just getting all the information that you need to decide whether you should even try to take this person down the straight line do they need the product want the product can they afford the product what are their pain points yeah of course you got to get that that's your intelligence
gathering but what you're also doing is you're simultaneously building rapport so through this questions and answers that's how you build massive rapport and what happens so often i see it again and again is i do a lot of private consulting for people for big companies right and when they show me the scripts that they're using i listen to taped sales presentations what happens is very often the sales person is picking up where someone left off in the process so they might already have the information they need in front of them there's no real requirement to
be asking any questions they have the infinite they know what the person needs they're already qualified so they jump on the phone and it's typically the phone these days because of because of coving right or zoom and they get on hey jim how you doing okay great let me offer you the solution they go right into the solution without first going back and re asking some of those questions to anchor them back in to what's happened in the past that's when you have a two-call system or a three-call system what you're doing is you're leveraging
off the credibility the feeling of comfort the knowing that this is an entity i've been dealing with you're leveraging off that and it helps you essentially close multiple cause the prospect is entering this call at a higher level of certainty they've already spoken to someone they've gotten a bit of education on your company on your product and so forth but what i see happening here is that the next person in line like the third person to speak to someone or at least the second person to speak to someone right they will have the info they
need they fail to go through this little so when you spoke to maria last week let me just confirm a couple of things you said xyz you start they don't go back and anchor the person into the previous conversations they go in and just start presenting straight away based on the information having a huge error because again there's a magical thing it says many many episodes of sales school that happens through this questions and answers it builds rapport it makes someone feel comfortable that you're not just a pushy sales person so don't skip that important
step even if you have the information that you need in front of you to close someone and you enter that sales encounter whether it's in person or over the phone i want you to take at least a minute to say okay great now i know you spoke to so-and-so last time let's just go through so you said you pick out three or four important facts confirm them maybe if there's a certain story that was important this person had them tell you that story again it's okay to burn a minute or so here because it's not
burning anything you're actually doing something crucial you're getting back into rapport you're gaining someone's trust because they know you care you're listening to them the last thing you want to do is be perceived as a pushy sales person that's exactly what happens when you just come in and start closing or presenting right off the bat so remember you always want to be asking at least a few questions even if you are the next person in and you know that's certain they've already been qualified confirm what's happened in the past have them anchor back into that
last experience and then you build on the credibility that was created then hugely important all right again i love you all that's your episode of today sales school it's quick it's down it's dirty that's a tip that will dramatically increase your closing rate i want you to share with your friends and also right now we have a sale going on so check out the online store jordanbelfort.com store everything is not 50 percent ready 70 off game stop sale you know i'm behind the guys who are doing all this the buying and wall street bets and
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