i'm jordan belfort and this is sales school [Music] all right here's the deals america gets back to work you want and need every possible advantage out there succeeding the new economy smart companies run on netsuite by oracle the world's number one cloud-based business system so receive your free guide right now at netsuite.com school what you're doing as you move someone down the straight line from the open to the close what you're doing is you're trying to corral meaning at the same moment in time get them to a 10 10 10 meaning in the prospect's mind
they love the product they're saying yes i trust this person that's trying to sell me three i trust the company that stands behind me 10 10 10 you ask for the order in a certain way which will teach you later how you ask your calmly elegantly in a non-offensive way and if you've corralled this 10 10 10 you have an excellent shot of closing them you've got those first three numbers of their buying combination cracked sometimes however you get someone to attend 10 10 and you know you can tell by their tone of voice by
the way they react that they are absolutely like they're like oh no jordan i love the product you're the best and no it's a great company you can tell they're really certain you ask questions and i'll get to how you do it very easy but it's a separate topic right but you know that they're certain about the three kids but they're still not buying why is that the answer is because sometimes there's two extra numbers in the combination see certain people like me believe it or not i'm a sucker guys i am really easy to
sell to and a lot of the greatest sales people in the world are like that we're just easy to sell to the way all mines are wired we're just easy to convince we have what's called a low action threshold i'm gonna move this down call this now the five to save paper here and send a few trees the five core elements of these five core elements of the straight line system elements one two and three are the three tens the fourth element is called action threshold action threshold and i'm going to dig into this in
a big way in later lessons we get to what's called the back half of the sale means what happens after you ask for the order for the first time and if the prospect says let me think about it let me call you back one of those common objections which i'll tell you how to easily blow through those right that's one of the greatest things in the straight line you'll get overall like like that but that's called the back half now you asked the order once sometimes they buy from you that's called a lay down if
they don't buy they typically won't say no it's very rare they'll say let me think about it let me call you back bad time of year why because what that really is is a smoke screen for uncertainty people don't say to you sorry jordan i don't like i'm not buying because i don't trust you i don't like your proc they've been taught not as rude you know it's not socially acceptable so rather than a prospect being honest with you let's say you're selling the car the guy says nah i don't trust you i think you've
got you cost sales with all sleaze bags i think your car is overpriced what will they say oh it sounds really good let me think about it oh wow it's a great cartridge i'll call you back tomorrow and let you know you get those common objections let me think of it let me call you back bad time of year got to check with my wife my pawn my tooth fairy the dog santa claus right you know bear tell me at tax time back to school time it's freaking leap year right the common objections what they
are 99 percent of the time are smoke screens for uncertainty that's what you get objections for people are uncertain so essentially the action threshold represents the level of certainty for the three tens so let's call it the collective level of certainty for these three items the 310s what any particular prospect needs to be at before they feel comfortable enough to buy let me repeat that action threshold is the collective level of certainty a prospect needs to be at before he or she feels comfortable enough to buy for example me as a low-action threshold person i
don't have to be at a 10-10-10 i could be at a 7-8-8 i'm pretty sure yeah i'm pretty sure it's a good product i'm pretty certain i can trust you i'm pretty sure about your company yeah why not i'll buy i'm an easy target that's the way my belief systems are and that's really what action threshold is all about the beliefs about buying someone has it's not your beliefs about taking actions about how quickly you should make decisions not just for this practical for all products all decisions that's action threshold i have a low action
threshold then there's other people out there my dad may he rest in peace my dad made max from the movie he had the highest action threshold out there my father had to be at a 10 10 10 and damn sure of it if he was at a 989 he's not buying from anybody he had to be at a 10 10 10 and damn sure of it so what we do with the straight lines this is more advanced we'll get to this later on this week here what we do is we learn a very powerful but
very simple way of lowering a prospect's action threshold we actually take someone that's usually very difficult to sell to and certain things we can say and certain patterns language paths we can use that in the moment lower that person's action threshold and we step through that window and close that's our fourth element lowering someone's action threshold and the last element is called their pain threshold and again you should have seen this too pain threshold is how much pain someone is feeling in the moment in terms of this particular decision does the product they're looking to
buy are they feeling out of control about it like imagine the person buying the car it's a guy and the night before he went out on a date with a girl and she walked in his car she's like ew i would never go you're so gross it's disgusting sloppy it's beating up it's a reflection of how you must think about yourself that guy next day he's running down buying a new car he's felt pain he here's another pain point for a car someone just got a new job they have to be out in the field
that car is unreliable and they're saying wow how am i going to take this job make this money if i don't get a new car that's pain they project out and feel pain about the future out of control that's the sort of pain i'm talking about what we do with the straight line systems we learn how to ask certain types of questions in a certain way at the right time and we find out where someone's pain lies what's really keeping them up at night what is sitting at the base of their skull and just worrying
them and then we can use that in an ethical way to actually lower someone's action threshold meaning that when someone is feeling a lot of pain and worry even if they're typically one of those high action threshold people in the moment the action threshold drops there's actually an inverse relationship the higher the pain threshold the lower the action threshold in that moment so we use these as levers to close every sale these are the five core elements of the straight line they must line up in every sale for the easier closes for low action threshold
people like myself many times you never have to even get here you already picked the lock with the first three sometimes though and very often you have to work a little bit harder and then get to these other numbers and start doing things like lowering action threshold and adding on pain now if we go back what you'll notice is this is all of these things happen those those how do you lower someone's actuation add-on pain how do you create certainty it's all happening as you move them down the straight line it happens along the sale
during the sale from the open to the close what you're doing is you're saying things you're doing things you're lining up these core elements and when they're all lined up and you asked for the order bam you got yourself a close you
