i'm jordan belfort and this is sales school [Music] all right so if you're a business owner do not let quickbooks and spreadsheets slow you down anymore now it's time to upgrade to netsuite by oracle the world's number one cloud-based business system network gives you the visibility and control over your financials inventory and more schedule your free product tour right now at netsuite.com school all right jb is in the house are you ready for one of the most important lessons i'm ever going to teach you especially if you're calling on the phone right so if you're
going door some of you might be going out into the field business to business or home to home right i love those jobs too so don't but this is really something that's really phone based phone centric okay there's a whole different set of strategies for going out into the field and i go through those in the straight line training in your actual certification training right and in the case on the phone i go through those for like 30 minutes just every possible strategy so the purpose of this right now is to give you an overview
i want to just let you understand what's going on why it's so important and the methodology that you're going to use what's the meaning behind it what are we trying to do here right let me just start by saying that number one we're talking about getting through the gatekeeper how do you actually get to the person you need to speak to one of the most frustrating things of calling on the phone is trying to get through the so-called screen to the decision maker so you can make a sales and presentation ultimately close the deal now
you can go out there and dial the phone 200 times and if you don't know how to get past gatekeepers you might find yourself only having five conversations with the right people 195 times you dial the phone and only five times it was worth something the other 195 either they didn't answer or you got screened out as the phrase goes you were screened out you must learn how to get past the gatekeeper to the decision maker so you have a chance now to close the deal let me start by saying there is no single strategy
you're going to use that's going to cover all of the circumstances you'll run into so what i've done is i've given you literally every possible strategy you can use it's an exhaustive list and step-by-step breakdown of every relevant strategy that actually works and i also just importantly tell you what does not work for example one of the things that i i i see others i did research on this because i wanted to make sure that i was leaving no stone unturned here right so i was creating this module i actually went online what are people
saying maybe there's ways i don't know right and one of the dumbest things i've seen from people is this this notion that the gatekeeper is someone that's going to become your best friend and you need to use this gatekeeper as your best ally treat them like royalty and like gold all right that's a bunch of absolute nonsense 99 of the time now yes in some rare occasions you want to befriend the gatekeeper and get intelligence gum from the gatekeeper and ultimately use that and befriend them and get them to put you through a perfect example
of that was from the movie wall street and the movie wall street where bud fox was trying to get not not wolf walsh the original wall street movie right bud fox was trying to get through to gordon gekko the ultimate whale well if that's the case remember it's the movies right so you know worked in the movies right real life's a bit different but i've actually advised people to use this strategy and has worked in real life too so what this strategy consists of you have a really incredibly high value target and there's simply no
possible way you're ever going to get through to this person without going through the gatekeeper he kept calling the gatekeeper again and again to her name was natalie until she knew his name him on a first name basis and eventually he stopped by and bought gordon gekko for his birthday a box of cuban cigars and he used that ethical gift of cuban cigars ethical gordon gekko not knowing the same sentence but he used that gift of cuban cigars to actually convince natalie to let him into the office to meet gordon gekko in person and from
there the whole movie unfolds and it doesn't end well for young bud fox but the point is in that rare instance befriending the gatekeeper was a strategy that paid off and it will pay off in these ultra high value targets when you really because you can waste time and go call them again and resources and dedicate things to try to get to this one person but for most of you 95 of what you're doing is going to be more like the you know not no one particular account is going to be that account that changes
your life it's a series of each it's a lot of decent sales and an occasional double triple and every once while you hit a home run but if you just go out there hunting for whales like that and just trying to like befriend every gatekeeper what you'll end up doing is wasting all your time and you'll never be able to hit your numbers again cold calling using the phone what makes it so powerful is it's a numbers game so again questions you have to ask yourself how valuable is each target i'm going after is it
a case where there's only four or five maybe 10 people that i really my core talks in a very long it's a longer sales cycle situation very few targets each target can make me massive commission well in that case how you go getting through the gatekeep will be very different than in the more common situation where they're close to an unlimited number of leads and every single sale while it's valuable is not enough to like just i close one deal and change my life so the amount of resources that you're going to dedicate to getting
through each individual gatekeeper it can't be that much you can't waste time you can't send them gifts you can't talk to the jabber on the phone for 45 minutes a day every day with them trying to befriend them thinking that eventually they'll break down and put you through which is not the way it works okay most of you are virtually all you are in more of the volume calling business because that's the power of the phone what the phone allows you to do is quickly and elegantly sift through potential buyers so you have a marketing
campaign rights experience before the marketing campaign brings in prospective buyers and then we use the phone to see which of these falls into those first two categories buyers in power buyers in heat and which are in the other ones we want to discard and not continue down the straight line with that's what you're doing right you have to get past these gatekeepers and typically you want to do it in the first shot that's your best shot is to get past that gatekeeper let me tell you what you're not going to be doing here what you're
not going to be doing is saying hi my name is jordan belfort calling from xyz sales company is mr smith there you do that you got the booby prize you will never get past the gatekeeper gatekeepers are not your friends they have been trained to thwart you they've been trained to screen you out the jaw they're called gatekeepers for that reason because they oh they keep their their block they're the gate that stops every odd person who's trying to get in touch with the ceo or a president someone that has power from every salesperson trying
to speak them and sell them something the gatekeeper's job is to keep sales people away from the ceo or the boss that's the way it is i'm just telling you flat out now they're there to do other things as well but one of their main priorities is to make sure that people who should not be speaking to the boss do not get through to the boss bottom line just accept that because it's true so that being said if i called and say hi i'm jordan belfort from xyz company what is she saying ah okay he's
a salesman so i would never do that so how do you get past the gatekeeper well after every single permutation and variation i've tried over 35 years the single most powerful way to get through a gatekeeper is to convince them or fool them into thinking that you are a personal friend of the person you're trying to get through to and to do that without being unethical meaning you're not going to say hi i'm a personal friend no i'm not saying to be an ethical never lie but what i am saying is if by the way
you just speak is in a familiar tone fewer words i want you to imagine if you were calling up one of your close friends what would you say to the secretary you'd say hey jim please hey let me see the gym please no hi is mr jim smith there is that would you call up a good friend say hi is mr jim smith this is jordan belfort from xyz company no so yeah you say hey jim please is jim around you take on the tonality of a friend and less is always more so watch watch
this interaction i'll go back and forth to you right this is an example of how it goes she says hello mr smith so i'm saying hey jim please she's like who's calling no it's jordan she's like jordan um jordan who oh jordan jordan he'll know what's in reference to what's the reference to a personal business not personal personal business like you're not there to talk about like you know whatever you have is going to be confidential okay what company oh i'm xyz you'll know the company and you shut up after every statement watch who's called
notes jordan see gatekeepers have been well trained in how to screen out sales people what they're not well trained at is how to handle poisonous silence so when you remain silent they don't know what to do so i say then oh i'm crazy hey mr smith hey jim please you're like who's calling us jordan silence jordan oh it's jordan belfort she's like um hold on a second and you might get hold on she goes uh jordan belfort she coming back what's in reference to all personal business shows he said it's personal but you you understand
and finally if you catch by the way if you have a weak gatekeeper and a lot of them are weak because they don't know how to handle this degree it's very simple it's very simple tactic but incredibly potent they're like oh and then the guy's like yeah hello hey jim jordanville and he's like he's like you idiot some secretary what'd you do you understand but here's the deal they respect you nine times out of ten if they now this is where hey jim who said no you're busy i'll get right to the point okay you
probably heard my company and now you've got to get in quickly boom boom reason for the call something and that's when your first four seconds is absolutely crucial you get through the gate keep it hey jim jordan how you doing today jim he's like okay hey jordan bell from xy uh how you doing today jimmy's like all right dwight no wait you said why don't jordan phrasing your tonality right your questions are declared right what are you doing you're phrasing a declarative as a question you know he's like do i know jordan but wait a
second and how are you doing today jimmy's like i'm all right great that jim you may have heard of my company xyz where the fast almost walrus and he's like yeah he's your reason for the call his spinning wheel of death is going and before you know what you're in the rare indeed people say wait a second you told my secretary it was personal business or not does not happen okay that is the most potent way to get through to the decision maker is to simply answer as if you were a friend hey jim please
who's calling house jordan tell them it's jordan on the phone well you know what this is from yeah thomas jordan comes back uh jordan who oh jordan belfort like not jordan belfort no don't jordan belford like and the unspoken word said he'll know the name hold on a second she comes back well what company oh xyz company he'll know the company hold on and then he's like hello hey jim jordan belfort calling from xyz company in new york how's it going today he's like what what i'm okay and you're you understand you're stacking your tonalities
that is the basic thesis on volume cold calling of how you get through to the decision maker now in the training i go through 10 or 15 other ways that you're going to use on top of that nuances in other words how to use the interior switchboard of a company so you can call above the person you're looking for and get a referral down which is the most powerful you could start at the bottom and work your way up i don't want to get into all this stuff now because this is the sort of thing
that you need to go through step by step in the straight line certification where i lay it out for you like on a silver platter guys and based on what you're selling i show you which ones apply to what you're doing and which ones don't and then what you want to do is you have to sort of you're going to have this sort of like you know list of launchers these are my top five ways i'm gonna use in my industry to get past gatekeepers and it's like almost like a mix and match if that
doesn't work i try this better and you keep trying him mean things like calling at different times of the day calling on weekends calling it night time there's many ways there's all these different strategies i teach you so again you get to pick out the five best six best strategies and you're gonna be running them every time you have someone you call if strategy a doesn't work then you revert to strategy b if that's what you're about to see and so forth i promise you this if you master the art of getting past gatekeepers your
sales results will explode i can't tell you how many companies that i've gone to and just this particular aspect of straight line training is enough to just it changes everyone's life they're like i can't believe how easy it is to get through to decision makers when you use these tax i hear it all the time people like oh my god i can't believe it all i do is say hey it's jordan and nike i get through it actually works [Music] you
