i'm jordan belfort and this is sales school i want the 75-inch to be not the 50 i want that rib eye not the sirloin i'm going first class in business and never coach simply there are certain times when paying a little bit more it's worth it just like there's a huge difference between that stretched out sadness in your drawers and tommy john underwear when you're wearing tommy john underwear you're that much more comfortable so you can do everything i mean everything better listen i wear tommy john's and you should too returns and exchanges are free
and right now you get 15 off your first order at tommyjohn.com school that's 15 off tom and john underwear and loungewear at tommyjohn.com one more time tommyjohn.com school see their side for details you know when we talk about enthusiasm i know i always say it's not that over-the-top crazy enthusiast bottled enthusiasm that sits just below the surface and and here's where it gets interesting because yeah i mean you know he's been through the straight line this guy he's he said to me i was using the straight lines exact words before i knew i was using
the straight line i had lurked it through someone who looked for someone else we had the whole straight line thing the old formula right and it was passed down from generation and then when i actually found out that i saw when i bought your course so you just took it to a whole new level right it goes but i can't get i still having trouble getting these guys to close i said well i wonder what it is what is that one missing thing he can't essentially he's he's himself as a world class so he can't
teach others to do the same and i'll tell you exactly what that is great thought and i think it will really help everybody understand how you get yourself to that next level it has to do with certainty the transference of certainty and the fact that what i realized today is that i have a way of sounding absolutely certain about something even when i'm using a tonality of sincerity all the reasonable man tonality in other words see we talk about you know i say at sales at the highest level is the transference of emotion and the
emotion you're transferring is certainty right but here's the thing there's a tonality for certainty right there's a tonality for certainty and there's a tonality for sincerity utter sincerity and a reasonable mantle right sound fair enough but even when i use those tonalities while i'm in sales mode there's still an underlying certainty that comes through that essentially sells the lineup that sells the tonality and i use that word that was like the way an actor says you got to sell the scene the way a great actor that like a leo dicaprio when he sells the scene
he has a way of his body language his tonality and it's just his the way he is he sells the scene he makes you certain that yes he he you're certain that he really is sincere so even when i'm using the tonality of sincerity i need to make sure that you are absolutely certain i'm being sincere there's an underlying theme of certainty that flows through the entire sale so the point is that there's this higher level of using the straight line is when you have the ability to sound certain even when you're sounding sincere that
your essentially is an underlying sincerity imagine this you know you have the 310s very simple right they have to trust and connect with you at a very high level trust and connect with the company at a very high level and love the product you're three tens right and without those three tens those you know that absolute certainty for three tens it's virtually impossible to close right but what happens is so there's also certainty about everything else along the way in other words the old abc always be closing well from the first words out of my
mouth i'm making them certain that i'm a person worth listening to when i'm sounding sincere or using a tone of sympathy and empathy i'm actually making them certain that i really am sincere that i really am to have empathy this and i don't mean it's a manipulative evil way because you really should need to have you need to feel this it really helps you want to have empathy you want to be sincere and you want to be reasonable i'm not talking about manufacturing here what i'm saying is is making sure that as you're acting in
a way that's congruent with how you feel that you're there's an underlying thrust of certainty that permeates through the entire salem never stops that's what i do so even when i sound like i'm so it's urging you or trust me or sincere there's something is an energy force i never forget in my mind that i'm transferring certainty i'm always being judged that i'm one stupid statement one bad tonality one wrong body language away from breaking rapport and blowing all the certainty i've created not just about the three tents but all that intra-sale certainty that allows
me to move someone down the straight line from the open to the close this is what i do when i work with someone when i work with the sales force and i really dig into the tonalities and i make them go line by line word by word what i'm doing is as i'm training them when i say you're sounding good when i say you sound good it's not just applying the right tonalities at the right time that's a big part of it but there's an also this underlying baseline transference of certainty that starts from the
moment you open up your mouth and it keeps going and going and going and never stops until you close the deal you
