i'm jordan belfort and this is sales school people often ask they say you know jordan what are the the top three struggles the top pain points top three that people face in the world of sales i'll tell you exactly what they are take me the same number one they're not getting enough leads this is huge i don't think people sales people are coming to understand the importance of having not just alie but the right type of leads in your pipeline and then for the sales person to know how to essentially find out if those leads
are truly qualified that's number one number two they don't have a coherent strategy once they actually get someone on the phone or that face to face with a person in other words as i said once you get that lead well then you have to actually see if there really are a lead but also what do you do after that how do you actually take someone who's at a relatively low level of certain they don't know everything about your client how do you take that person and make them so certain that you are the right person
to deal with the right product to use right company behind me how do you do that it's a huge problem number three obviously not enough closed deals first takeaway right how do you increase your closing rate well let me just tell you what the straight line is how it works right on some level what the straight line is it's a backwards looking system meaning imagine if you were to go to the end of the sale and say okay wow i just closed the sale what had to line up what things had to line up for
the prospect who now became my client to say yes well as it turns out there are certain core elements five in fact that have to line up in every single cell look at these elements as almost numbers to a combination lock you know those old-fashioned safe crackers they go up to a lock they put the ear to the tumbler they spin it one way they hear a click that's the first number what do you do next okay first number what do they do next we spin the opposite way they hear a click they get the
second number and the third number fourth of them and so forth and when all those numbers line up they pull down the handle click if they got the numbers right the lock opens you crack the safe well that's how people actually make decisions about buying there are these numbers actual levers in their head and when a salesperson can have those five levers lined up in the right way at the right level bam you can actually get anybody to buy the straight line essentially is a turnkey blueprinted system that shows you what to do first what
to do second what to do third fourth fifth all the way so that at the end you've lined up those five numbers in exactly the right number exactly the right order at exactly the right number and bam everybody who would buy has bought now notice when i just said that everyone who would buy there are some people who simply aren't buyers you're not going to close those people in fact through straight line prospecting we're going to weed most of those out to save you the time and heartache of that but the point is is that
what you will know in your heart with the straight line is that when someone doesn't buy from you after you've made a presentation you'll say you know what they wouldn't have bought from anybody that's important because what happens with sales people is imagine how dejected you would get if you said you know what even when i get a great buyer real who wants to buy i don't know how to close them what's the point of working why make more calls why go out and knock on ones what's the point of it all see when you
learn the straight line and you have that confidence that you know when i get in front of the right person oh boy i know i'm going to close them you are literally your inner world starts to line up in all the right ways and it impacts in the outworld your confidence your ability to deliver the straight line to one two punch and you sort to success that being said how do you do that what's the first step well the first step of the straight line system is that you literally have four seconds to position yourself
the right way in the eyes of the potential buyer people judge you on sight in an instant and by the way on site that could be mean when they hear your voice on the phone you literally have four seconds before the potential player rips you apart judges each piece and then puts you back together based on how you're perceived if you're perceived the wrong way good luck trying to close anyone if you're perceived the right way well guess what you're 80 percent there you've set yourself up for massive greatness what is the right way i'll
tell you in those first four seconds you must be perceived as being number one sharpest attack number two enthusiastic as hell number three an expert in your field a force to be wrecked with an expert and by the way in number three herein lies the true secret as human beings are built we seek out experts to solve our problems to help us get back into control and we've been conditioned to think and act that way since we're yay big when we young our parents took us to the doctors we saw the diploma on the wall
we're told they're very special people and even our parents deferred to them because they were experts we defer to experts and guess what i have to go quick kicks i want to give you massive value when someone defers to you what does that really mean that means they hand you control once you have control of the encounter you will be shocked at how easy influence becomes see if you're not in control if they believe that you're a novice guess what the prospect tries to take control once that happens well think of it this way just
hear me assume yes jordan's right there are these five four elements if i could line up these five core elements then i could close someone if they're closable right i can every time right good luck trying to line up those five elements if the other person's in control of the conversation see there's only one real way to line them up is one best strategy see there's a model we use with a straight line in fact it was a thought that popped into my head that first night i invented the straight line it was a thought
that changed the lives of millions of people over the world it was this every sale is the same you're like what how could every sale be the same every sale is the same now yes people have different needs different values different beliefs different pain points but that's not what i'm talking about what is the same are those five core elements they must love the product at a very high level this is very certain that the product makes sense to them they must trust and connect with you the salesperson they must trust and connect with the
company that stands behind the product number three number four some people have what's called very high action thresholds their beliefs about buying stop them from making good decisions we must lower the action threshold and number five address any lack of pain that might exist meaning are they feeling in control or out of control people have a tendency to go into denial they block their pain with the straight line system we elegantly weight that pain up and those five elements by essentially lining them up in the right way magic starts to happen you start closing people
who would always in the past slip away and you get rich as a result of that let me get even more specific now one thing i could teach you right now that's just general that was just framework right you can't really that's like wow great how do i now let me give you something you can use i had to say that to get to this right tonality what you say the words yeah they matter but the tonality is the secret weapon of influence meaning i could say to you watch this is just right out of
the gate i say let's say i'm cold calling on the phone and i say hi my name is jordan belfort with xyz company is mr smith there click you'll never get you're done right there they'll say nah hey you know hi hi mr smith this is jordan belfort calling from xyz company that's called declaratives i make statements hi my name is jordan belford calling from xyz company how are you today flat flat flat right now listen to this hey it's jordan belfort calling from xyz company in los angeles how you doing today you're like what
who it's called phrasing a declarative as a question listen hi i'm jordan belfort that's one way hi i'm jordan belfort downbeat now is this hey i'm jordan belfort you're like what who i phrased this guy from xyz company you're like xyz do i know in los angeles three upton she's like who what do i know now what happens is is that when you phrase a statement a declaration you phrase it as a question it causes that you know what spitting wheel of death you get in your computer when the the essentially the the um ram
is out of memory so it's short circus there's people saying what who's supposed to see as you speak whether you're selling or just a normal conversation you speak to someone and then as they're listening to you they are narrating their thoughts back into saying okay that makes sense yeah okay oh he's an idiot yeah oh yeah they're agreeing they have this whole independent you know what's that think about what you do you have your own little monologue going on as someone you're like oh yeah yeah and yeah i'm an idiot i wanted more well how
do i get this that's what's happening when you phrase a declarative as a question and you say hey jordan belfort calling they're like who's that what they start talking do i know this guy i hope i'm not out of lupus my mom he told me it's really bad to be out of the loop and to be rude not to remember they think that you they're supposed to remember you and just like that you short circuit someone's inner monologue you stop them from narrating against you instead of saying oh yeah not actually click you're like yeah
okay and bam just like that you say hey how you doing today and use another charlie like how you doing today not how you doing today like how you doing today that's like your regular people say oh yeah how you doing today meaning you know that i know that i know that you know i don't really care how you're doing today i'm just saying because it's a perfunctory greeting that's how most people say how are you today versus how you doing today you're like wow he really wants to know see every word i say has
certain tonalities stacked onto those words and what happens is i start taking over the person's monologue so instead of it marrying against me we're saying oh god how do i get off the school i don't want this thing they're like oh yeah and before i know they're in my magnetic zone and i am now into the next step of the straight line which is now to start asking questions to gather intelligence that's your first takeaway listen you just do that start phrasing declaratives as questions this is like a little speck of knowledge of the straight
line and you'll get 10 bump in compliance and just getting through the first one probably 40 bump if you could do it well that's how powerful that one takeaway is i'll say it one last time to move on to the next takeaway right you say hi i'm jordan belfort calling from xyz company in new york how are you today the guy's like not actually clicking oh my god you know what he's saying oh my god another salesman g like i give a gift how do i get up versus hey jordan belfort calling from xyz company
in new york how you doing today he's like uh okay am i supposed to yeah i think that give me a miter then i go on to all the other listen there are ten core tonalities that i spoon feed you in that module it's the module number four show you exactly how to use them when to use them in every situation and once you use them you will be blown away at how easy influence becomes that will literally make your closing rate soar on its own you
