The First Four Seconds of a Sale | Free Sales Training Program | Sales School

i'm jordan belfort and this is sales school hey guys jb here in the house for your daily motivation skills training and this is going to be a really special motivation because i have the slightest idea what i'm going to say to you right now i didn't plan this at all but some of my greatest motivations when i just start talking and an idea will occur to me and then from there i just take the ball and run with it so what idea pops the head well i'll tell you what it is right now it's the

first four seconds of the sale i don't know why they're just popping so let's talk about the first four seconds of the sale and here's the distinction i want you to understand there when i talk about the first four seconds it's it's a euphemism for the open of the sale in other words while we judge people in person in a quarter of a second like someone sees you they lay eyes on you take in your whole presence your body language how you look your hair your your clothing how far you stand how you make eye

contact how you shake hands the jewelry you wear seriously every last video is put is take it in ripped apart compartmentalize and they put you back together based on how you're perceived in a quarter of a second and the reason we know that is because they actually tested this with brain monitors they have a functional it's called a functional magnetic resonance imager which measures the uptake of oxygen in your brain so it sees which parts of your brains are working as it's being used so what they do is they flash someone a picture while they're

in this machine and they see an instant spike in the back of the occipital lobe here which is your visual cortex instantly like the speed of light that lights up and then a quarter of a second later it then goes to the prefrontal cortex of the judgment center of your brain and a decision gets made and then everything else lights up and say no by that it literally is a one quarter of a second from the occipital lobe with the visual cortex to the prefrontal cortex the decisions get made and judgments are finalized here's the

deal so while it takes a quarter of a second in person and it takes four seconds over the phone right the thing that people miss is that the the judgment gets made there but the brain then keeps analyzing on a logical level to see whether it was right or wrong with its first perception in other words the first perception is simply it's like the opening where you start from but if in the next 10 seconds you don't continue on that same path as the first quarter of a second or four seconds right the brain says

oops oh i was wrong about this person in other words the the emotional side of you the the instant decision stop judgments those are made on an unconscious level right unconscious mind which runs patterns right you have these patterns that you use to make those instant decisions and snap judgments right but once the judgment is made it's simply a starting point from where the logical mind now works to decide whether my instant judgment was right or wrong so if you say something stupid sometimes you can't just make a great first impression and they say stupid

afterwards because it's like oh okay my initial judgment was wrong this person is a mourner not worth listening to so it's not as simple as just i gotta make that great first impression there are no free words no stupid statements no time for going off to pluto talking about the price of tea in china that's what i mean when i say those things that i'm going off is running my own patterns what i mean is that just because you make a good first impression all that does is open you up to be influenced or open

you up to to be able to influence someone else if you then don't follow that up with some very smart words that make logical sense the per that will happen is the logical one will then override the judgment center that was made automatically and you're done so it's not as simple as i got to go out there make a great first impression there's more to it so what happens let me show you on the board here watch what really happens with the straight line is each piece of it connects to the one before it and

after so the way i phrase i say listen with the syntax right each step paves the way for the steps that come after it okay it's what was it eat watch me here you have step one step two step three step four and i'll just do the first five steps right so step one is you must take immediate control of the sale you have to do that right by doing that that paves the way for what comes next which is the ability to gather intelligence effectively because remember if you're not in control and you're not

perceived as an expert what will happen say not a person worth listening to why should i answer their questions honestly and forthrightly why answer them at all they can't help me get what i want in life experts are the ones that help me solve my problems alleviate my pain let me feel back in control again we've been conditioned to to understand so very very small starting when our parents took us to the doctor and the doctor would solve our pain he was an expert in his field we've been conditioned to believe that experts are who

to be sought out to solve our problems so what happens is the initial four seconds so i talk about the first four seconds but what happens is there's a connection of four seconds to step two which is gathering intelligence and then gathering that intelligence in a way that even builds tighter rapport but remember this there's something has to happen between this four seconds and this gathering intelligence meaning when you say listen hey hey jordan how you doing today right that's the first how are you doing today that's the first four days hey okay sounds pretty

good and you say you might not have heard of my company you heard of my company xyz the reason for the call today is we're reaching out to people in your area for whatever whatever the words are the point is there has to be a language pattern that comes after the first four seconds that connects you to the intelligence gathering phase you get that there's in other words there's hat there's always bridges between the end of the syntax that step and the step that comes after it so in the case of step one to two

what bridges the gap so after those first four seconds you say hey you know a reason for the call today is i'm reaching out to people in your area for x y z or whatever it might be and if you have 60 seconds i like to share the idea you got a minute and they say yeah great just a couple of quick questions so i don't waste your time now when you finish that last pattern a couple of quick questions so i don't waste your time best so that then serves as the transition to your

intelligence gathering questions in other words you can't it's just not like you can it's like the first four seconds i'm gonna sound good and then i start asking questions there's a connection between the two in the same way that you watch so you ask your questions in a way that builds rapport very tightly by using active listening the right tonality so you ask questions in a way that shows that you care that you're an expert you're the trusted advisor and then from this point at the end of your intelligence gathering phase we actually have a

step that serves to connect intelligence gathering to a formal presentation so what so the fifth step is going to be what you make a formal straight line presentation the result of which is to build massive certainty for the first ten most you also touch on the others as well but your formal presentation is what essentially starts the process of really building certainty for the product but something has to connect the full presentation to the end of intelligence gathering and rapport building and that we call what your transition this is where you say someone you know

jim john jill based on what you just said to me so based on the questions here's what he'll be the long way of saying so so john i asked you a bunch of questions you gave me a bunch of really important answers and based on those answers what i have here is a perfect fit for you let me tell you why that's that's a long way of saying john based on what you said to me this is a perfect fit view let me explain why that's your bridge that connects this intelligence gathering rapport building to

the main presentation there's always going to be these bridges these these are the anchors that take you from one step to the next so if this step of taking control i often define it as being the first four seconds of a conversation right it's not just four seconds like there's four seconds for the instant to snap decision to be made but then there are words that you're going to say and remember words do what they basically touch the logical mind so the words that you say are such that you're confirming what their unconscious mind has

instantly perceived ah correct yes i was right to think this person is sharp as attack enthusiastic as hell and an expert in the field because the words they actually say are those of an expert they don't speak poorly they speak smartly they speak correctly their grammar is correct they have the right tonality they sound like experts so the point is it's not enough that you just sound good for four seconds what comes after that and connects you to the step two must be great as well that's what i mean when i say with a straight

line there's no time there's no free words no time for stupid statements and no going off the pluto or your anus that's what i mean so i want you to just take special care whether you're in person or over the phone here that you lock up your transitions make sure that in your mind you know how you connect each step of the syntax to the one that comes after it and how you pave the way to get to get there from the one that came before it that's what makes the straight line so powerful i'd

say it's an end-to-end system that means you always know how to seamlessly transition from one step to the next step and then eventually watch when you start to get into the back end and you loop back you have transition so how do you start your transition to loop back you start with deflection i hear what you're saying because the idea makes sense to you do you like the idea right and they say yeah it sounds pretty good so what's your transition back here it is the true beauty i'll say exactly you realize it is a

greater in fact the true beauty is when i say the true beauty is that's my transition to my secondary pattern to reinforce the airtight logical case that i just framed that's what's going on this is sort of how you make the straight line elegant is there are no gaps between steps in the syntax the syntax gives you the sort of perfect way to take a sale from the open to the close usually i draw it this way right and then remember there are these little anchor points you need to have locked down what are you

gonna say after those first four seconds you have to script it out and if you're in person just know what you're gonna say have it memorized what's the best answer what's the best thing i can say to get that point across that what the reason for my call what company i'm calling from what i'm looking to do in seven seconds ten seconds seven ten seconds and then you say you have a couple of seconds i say great let me ask you a question so i can best serve you very simple guys so what makes the

straight line elegant is that not only are there steps in the syntax but each step is designed that you can splice on a language pattern to connect it seamlessly to the ones that come after it once you do that you get to this higher level of straight line proficiency not quite yet at the step where you're closing everyone's closable that's more of a back end function of knowing how to really loop and be great at that and sort of button up the airtight logical and the airtight emotional case together and use that as i said

in a previous training the safe crackers pattern you know the way a safe cracker spins the knob this way and that way you're spinning knob and every time you turn the lever you ask for the order that's how a safe cracker goes out and cracks the safe right he spins the knob when you run a pattern you're especially spinning knob cracking one number at a time of each of the five core elements of the straight line that makes sense dude it's pretty simple when you actually start to really dig into the layers so that's the

goal here where you'll weekly intensively get you know boom into one thing specifically this is more like these daily motivations really understanding at the higher level just how it always works and how it all wraps up into one cohesive system like for instance when i talk about beliefs one day it's because the ability to essentially manage your limiting glutes and eliminate them and replace with empowerment allows you to access the system same thing with your standards that all parts of the system gel into one elegant way to basically close anyone who's closable sell anything to

anyone and do it in a way it doesn't piss them off does it alienate them and also is ethel gets you what you want but also helps the other person too that's the bottom line all right love you all and we'll talk again tomorrow [Music] you