i'm jordan belfort and this is sales school netsuite is the world's number one cloud business system bottom line it gives you visibility and control over your financials hr inventory e-commerce and more it's everything you need all in one place in fact over 21 000 companies using that suite right now so you'll be in great company right alongside them so let netsuite show you how they'll benefit your business with a free product tour at netsuite.com school how much do i want to follow up well it depends how are you doing with your follow-up so you know
for example on wall street you get a guy on the phone we use the two call system call you the first time i want to send you out some information and get back to you next time i'm making a recommendation to my core client base sound fair enough they say yes you call them back two weeks later you get him on the phone if you're a call we spoke a few weeks back i sent you some information if you got 60 seconds i want to share an idea with you they say great you say name
of the company xyz company right and then you pitch them a stock and say and believe me you'll be very very impressed if they don't buy on that call they never buy that's it it's all you have a one shot they'll give you let me think about let me call you back i need three days it's a bad time you got one shot that's that sort of industry wall street you got one shot then there are other industries where actually it typically takes three calls maybe even four splines because there's multiple decision makers involved it's
a longer sales cycle it's a complex integration that's needed so they would need to do some investigation so so it's industry specific right well you've just found out something about your industry that if they don't buy on that first call they never buy or pretty much never buy right that means you need to take them to the mat on that first call however what you don't have to do is you don't have to piss them off in other words one of the mistakes i think that people make with straight liner in anything that they try
to close is that they think that to exert pressure and to box someone in as the phrase goes to not you know hang up the phone with the second or third objection to keep going right until there's just you know there's just simply no way right you can do that without pissing someone off you can do that in a way that is lower pressure versus higher pressure and you know we have these exit ramp language patterns that they feel pressure they're acting pressured you know what do you say when someone's feeling that way how do
you handle someone says listen buddy i'm like i've told you i'm really i'm starting like either i'm starting to feel pressured or like i told you and they start getting pissed off how do you handle yourself right because i will tell you about you know in terms of wall street at least now you could have someone i would say five out of ten times where someone said listen i'm i'm feeling a little bit of pressure they'd still buy if you did it the right way okay so for example one of the key patterns is you
know listen to you know so please don't misconstrue my enthusiasm for pressure it's just that i know this is a perfect fit for you and i know that you're busy i'm busy and that will if we don't you know do this now we'll be like two ships passing tonight we'll never speak again you'll miss out on the opportunity and i don't want that to happen to you in fact let me say this the true beauty is and then i go back into another loop notice maybe what you're doing is if you're pissing people off on
the phone it might be because you're answering an objection and then asking for the order again they hit you with another objection and you ask for the owner you don't close that way in other words when someone gives you an objection you have to loop back in it's not the answer to the objection that closes the sale it's what you say after that the answer to the objection only has earned you the right to speak more that's all so someone says i'm you know it's not a good time for me right now and you say
then listen i understand you know you know you were expecting me to call you today and ask you to you know to do this right that's really a never good time but we always have number one enough time set aside for things that really matter and we also have enough money set aside for those special situations that really matter in life that's like an answer to the objection right like that's they said that you said i understand you weren't expecting me to call you today you weren't waiting around for my call i know you're probably
sitting around expecting to have to part with twelve thousand dollars say and it's probably the money okay so the points you weren't waiting and you weren't seeing them with a pot of money waiting for you to call just to you know write a check i understand that you know what i'm saying the point is is by answering that objection then say you know but i know listen you know but my you might my fear is that you're a busy guy i'm a busy guy you know we'll be like two ships passing and i will never
get together again i don't want you to miss out on this opportunity blah blah that's an answer to an objection okay if you were then to ask for the order again you're gonna piss him off because you're not doing it by answering someone's objection you're not accomplishing anything all you're doing is earning the right to speak more it's what you say after the objection that allows you to accomplish something which is build certainty for one two or all three of the three tens that's the point so in other words and then either lower action threshold
or add on pain so i really strongly suggest that you go through certification because all of this stuff would be very i know what's going on like you know what you're doing you get into this sort of cycle of objection answer objection answer and there's that you don't close that way so in the certification program right and it's on sale right now because of the whole game stock i did a whole game you know this game stop insanity so i did a uh you know this viral video so i gave everyone a gamestop special so
i discounted everything another 20 off there was already a 50 off sale and i put another 20 on forget for the for the sake of game stop right but it's a good time to buy it but it's a very in-depth course it goes through the module on looping and this is really how you handle these types of situations it's like the more difficult clothes what do you do you know after the person's attention with one objection two objections it's very easy to fall into the trap of sounding like a pushy sales person it really is
and once you do that you know you've really made it much more difficult to close but not impossible the better version of that is to have never gotten yourself into that position in the first place so that's what looping really shows you you know when you're really using looping the right way you're never you're really seldom gonna get that and then even if you do you'll know how to get out of it but you have to in this case you've proved one very important thing that everyone should learn from here there are certain sales certain
industries where if you don't close them on that first call you never will and there are many industries that it's not true part of being smart about selling is learning which type of industry you're in and adjusting your program and your scripts accordingly you
