i'm jordan belfort and this is sail school i want you to consciously apply write it down and apply these tonalities to specific spots and practice them i want you to really practice your tonality today and make sure that you know especially those first few seconds show up as attack enthusiastic as hell expert your field and remember one key point that i brought out today is that wall tonality will get you through those first four seconds tonality body language remember the words matter too you can't be saying stupid so the idea is that you know those
first few seconds right they capture the person the person's first impression either you're perceived the right way you're not but once those first two seconds pass you're still being judged so the idea is to wrap these these three things together tonality body language and your words into one seamless package so write out your patterns here i want you to write out your patterns make sure that no matter how well you know them i want you to write them out now today at some point today and then make some marks on them the key points where
you're applying your tonalities don't just take it for granted you can always take this to the next level so mark down say this is where i lower my voice this is where i apply scarcity this is why i use up tones right whatever key you use and i've seen a lot of people in the networking group publish their own little keys they're all they're all good whatever works for you right and i want you to take this tonality today just make this the week you take your tonality to the next level where you lower your
voice just practices you own these tonalities practice speaking certain that you know and remember the the best example of certainty i i think is when in the movie the wolf of wall street in leo is talking he's he's saying name of the company aerotype international it's a cutting edge and he's keeping his voice low right but the certainty is powering through but certainty is not yelling the mistake people make with certainty is they they confuse certainty with enthusiasm the tonality of unbridled enthusiasts like oh my god it's so great it's the best that's not certainty
certainty is when you have past it's like it's like your solar plexus is right here it's a power that you speak with you know reason for the call something you know john you know name of the company arrow time that doesn't matter what the words are the point is it's not yelling and screaming it's actually lowering your voice but putting power behind the words that's the tonality of certainty you don't sound certain by being just enthusiastic that's very different so there's two types of enthusiasm right you have your you know unbridled over-the-top enthusiasm which i
don't really believe works at all in sales it's very rare moments but what really works well is your bottled enthusiasm and when you take bottled enthusiasm and then apply a bit of a whisper to it that power whisper that certainty it's it's it's like you know you're saying john this is you know the reason for the call this is the best thing i've seen it's it's a it's an energy flow that kind of the reason i keep stopping because the words don't matter the words have to be right but it's as though it could be
at any spot in the sale it's this power that comes out of you it's a belief remember remember this at the highest level sales is the transference of emotion and the emotion that you're transferring is what certainty certainty that your product is awesome certainty that you're awesome certainly the company that stands behind you right the three the straight line does not create certainty it transfers certainty the certainty has to come from you the analogy i always use is like the boiler in the house a furnace right the furnace creates heat and then the straight one
and the duct work or the hvac system is what you use to transfer heat so with the furnace doesn't work i don't care how elegant the duct work is there's nothing to transfer the same thing goes in selling with a straight line i don't care how well you know the straight line system if you are not yourself in a state of certainty you have nothing to transfer to the prospect you get it the straight line transfers certainty but you create certainty it's for your tonality that that lowering your voice and power that that under you're
just so sure and as i said in the beginning we all possess the ability to sound certain because you've done it before go back to a moment in your life when you are feeling absolutely certain and recaptured that's your tonality once you learn to apply tonalities on purpose guys it takes the straight line to an entirely different level tonality is the hidden language of influence it allows you to get your point across in a way that otherwise would be offensive it would not make sense and by using tonality strategically and also remember at the higher
level it takes control of the prospect's dialogue in a monologue they they are literally so busy trying to make sense of the extra words they're hearing that they lose the ability to narrate against you it allows you to control the conversation all right so again i want you to make this this please spend the time i just realized today that it's like the power of tonality it's really unmatched in your ability to be perceived the right way to transfer emotion the right way and also essentially to harness the power of the straight line things like
looping prospect all those other techniques they're crucial they work magically but it's your tonality that allows you to essentially transfer certainty to some other person to some other human being and that's what sales is all about so don't master all the other aspects but just ignore tonality make sure that you write down your language pens put your tonal marks in there and just both practice make yourself proficient don't settle for second best here remember you're capable of greatness and sometimes for those some of you love totality right you love practicing others just yeah i don't
like doing that it seems weird remember success is about getting yourself to do the things that you know you have to do even when you don't feel like doing them that's what it takes to be successful so whether you like practicing today please make it a point today spend some time going through your patterns writing down which turnarounds you need to muster and even tape yourself or if someone listens to you break them into a group with someone else in the network but don't settle for second best in this department i promise you watch what
happens pick up your tonality take it to the next level and i promise you every other aspect of the straight line will get easier you
