i'm jordan belfort and this is sales school all right short message from my number one sponsor netsuite here's the deal if you're a business owner you don't need them that's me to tell you it's tough to run a business because it is right we all know that don't let quickbooks and spreadsheets slow you down anymore now is the time to upgrade to netsuite by oracle they're the world's number one cloud-based business system they give you the visibility and control of your financials hr inventory e-commerce and more you want to join over 24 000 companies using
netsuite right now so schedule a free product tour now at netsuite.com school that's netsuite.com i want you to understand the philosophy of looping because it's going to make it so much easier for you to use once you really understand what's going on so remember now we look backwards right so here we are we're at the end of the front half of the sale you asked for the order for the first time and they said let me think about it let me call you back bad time of year i'm not liquid right now got to speak
to my partner santa claus the tooth fairy right and the reason i'm only gonna focus on those people is because for those that say yes right you just close the deal good for you you now have a new client and there's a whole set of rules now for how he turned that first-time client into a long-term client essentially you're raving family blast you again and again it gives you referrals right that's one group we're not going to talk about today second group are those that say no not interested and again you know what to do
with those we're not in the business of turning no's into yeses right so if that's what they say then they slip through the retire kickers you want to not waste your time trying to turn a hard no into a yes that's not what looping was designed for which is why i'm only focusing now on this third group are the ones that hit you with a common objection right so let's focus on them how do you do that very simple i want you to imagine where you are in the sale right now at the end of
the front half where you hit the first objection right and now i want you to kind of imagine the straight line walk down the straight line to the end when they say yes and now say okay looking backwards to that point where i was where they said let me think about it what has to happen to get them to move from let me well let's just use let me think about it what has to happen to get them from let me think about it to yes that's what the back half of the sale is for
right so we look back now they just said yes well what happened why would someone change their mind well the obvious answer is is that you told them things about your product that made it more attractive in their mind and explain why it was the best deal that perhaps made them very certain that maybe if something went wrong with it you'd be there to help them or there'd be a money-back guarantee or whatever it might be you gave them more information that impulsed them to change their mind they said let me think about it right
which is a smoke screen for uncertainty so essentially you made them more certain through your words your tonality your body language and that increased certainty caused them to change their mind that's what happened backwards looks like you're at the end now ah they just said yes great well before they were saying let me through what happened you said things to them you handed them documents you point them to websites maybe they checked around if it's a longer sales cycle the point was is that there are certain things that went on when someone goes from let
me think about it to yes it's not a accident it's not like someone says let me think about it you say you know i've been doing this for a long time and you know when people think about it they typically put it in the back of their mind they decide against it i know you liked it they don't want you to do that right now just give me one that doesn't change anyone's like to tell someone why they don't need to really think about it or why people think about it end up coming in last
in life or why you know call me back is not a strategy that's really sustainable for them because they're too busy they don't call you you're busy they're busy that stuff those rebuttals to the objections that's not where the magic lies in the straight line it's not the magical as in selling remember look backwards what had to happen for someone to change their mind the answer is you gave them new information you said things to them you showed them documents you made some type of airtight logical case from the frame remember you start with a
frame and then you ask for the order and they say let me think about it and because you framed and didn't front load you have your best stuff right now to throw at them to sort of fill in the blanks so they say oh now i get it that the purpose of your first loop is that when you're done with that second language pattern that first loop this your first pattern is what your main presentation when they say let me think about and you do your first loop and you hit them with that second language
pattern that language pattern must end with them saying ah now i get it now it makes more sense to me ah now i see why it's more valuable i'm not buying yet but now i oh i like this so while you said something does the idea make sense to you do you like the idea right that's your how you open the loop and they say yeah it sounds pretty good when you close out this first pattern and say you see what i'm saying now do you like it like oh yeah yes now i see because
you gave them more information i can't overestimate the importance of this follow-up pattern on some levels this is more important than the first it's not that it's more important but it's that the first is a framing pattern and now this is a wham i'm going to really wow oh boy that's my best stuff and then again with the one that comes after even it's like a cherry on top remember certainty wanes even after 30 seconds so it says i love the idea 30 seconds they're not as sure human beings that's power built certainty waits until
something becomes a conviction we tend to go back and forth with our certainty we'll get very very certain and uncertainty starts to fade so when we loop what we're doing is we go we loop back into presentation mode right and we give them new information that raises their level of certainty i want you to focus on this first pattern today just just this just this first pattern right now forget it not even your far scum pad will handle your forest gum pattern tomorrow i want to handle this pattern by pattern make sure that today okay
which is going to be i think for everyone uh blah blah blah thursday right i want thursday to be the day that you spent 15. it just takes 15 minutes spend 15 minutes look through that first pattern after they select anything and say is this the best i can do or can i make it better and make it better make sure that every word out of your mouth every tonality of the companies every body language just make sure you're right on target so when you're done with the pattern and you say you see what i'm
saying does it make sense to you now they say oh yeah uh-huh that's what this first pattern is about that's your job for today don't even and obviously you'll keep running you know the straight line so then you run your fire scum pattern right so you hit all three tens in this first loop right but for today your mini homework that homework is for you right is about making sure that the actual word pattern the language pattern you've constructed is awesome because usually just you know when i find someone who who's using the straight line
but not you know they have always have some success right some stuff's just easy the tonality it works right but they're not having that ultra amazing success it's typically because they did not take the time to build their patterns they didn't take that time to have that strategic preparation so they really knew what they were gonna say before they said it and they were awesome you
