i'm jordan belfort and this is sales school it's really always important to know where you are in sense like you know what what does each step in this syntax accomplished see each step has its own unique purpose but it also paves the way for the steps that come after it that's the key so remember there's a reason why the steps are in a certain order so yeah like there's no doubt like like listen obviously at a certain point in time you have to gather intelligence right you know you while you always want to be asking
questions you know at a certain point in time yeah intelligence gathering is going to be that key linchpin that's what you're doing you need to extract the information to find out if your buyer is qualified if they want it need it they can afford it right whatever you're selling right so there's there's that for sure right you have to know that information right but in addition to that if you gather intelligence correctly it also paves the way it sets the stage it lubricates for what comes after meaning your presentation you gather intelligence which then allows
you to not just build reports lubricates what happens going forward but also it gives you the information that you need to tailor your presentation and especially your follow-up presentations to directly suit your prospects needs you get it so it's not just that the fact that yeah you have to you know you need to gather intelligence you got to ask questions it's also that it the reason it's at that point on the syntax is so it then makes things going forward much more logical into the same way you know when you talk about taking control of
the sale it's not step four taking control of the sale is an absolute must why because control allows you to what make every sale the same it which then paves the way for everything that comes after it when you establish that first 10 on a logical level so remember you know your main presentation right that first language pattern that you know you know when you say name of the company with the prop whatever it is you're saying you explain your product right that obviously is focusing on what the first ten logically that's what you're doing
you're creating the air you're framing your air tight logical case but what it also does it then frees the prospect up to be moved emotionally there's there's a reason why we put this thing first that thing second nothing for everything in the straight line has its position on the line for a reason that's what the syntax is all about and a perfect example of this is like when someone breaks the syntax is when someone will start trying to close while they're qualifying now they start asking qualifying questions intelligence kind of questions and then that prospect
will like elicit a pain point you know reveal going oh i get my practice perfect you'll start you start going off script and start closing yourselves you know don't know don't worry you're you and you jump off syntax you get it so the reason everything is in its place on the line is because a it serves each item serves its own unique purpose and it also paves the way for everything that comes after it step number one real quick you take immediate control of the sale and as part of that you start building rapport right
by sounding sharp enthusiastic you build rapport right but then the next step too is you start asking you use that control you taking control and then you use that control to gather intelligence so ask your questions and then you want to ask those questions following all the rules of straight line prospecting and use your active listing to build massive rapport and then when you're done with that and you've finished asking everything you know what you need to know right you then do your straight line transition and from your transition you then make your straight line
presentation which will always end with you creating urgency at the end and then asking for the order for the first time you then want to deflect the first objection and then loop back and build certainty for all three tens through looping ask for the order a second time you get hit with an objection you're going to rebut that objection you'll loop back again now you'll start building even higher levels of certainty for the first and second 10 but you'll also start future pacing for emotional certainty and this time you'll lower the action threshold and if
possible step down the size of the order you asked for ask for the order again if you hit another objection you loop back again guys this is really easy and and what happens is just remember the visualization of the straight line what you do first what you do second what you do third where it actually belongs on the line it's the order in which you go about creating certainty don't forget that it's a straight line for a reason yeah you know the shortest distance between two points is a straight line but the point is in
this context a straight line represents the order in which you go about transferring the certainty that you have inside of you to your prospect that's the bottom line remember your syntax follow the steps and believe me you'll be glad you did you
