i'm jordan belfort and this is sales school people human beings we make our decisions based on positive intent so if someone says yes to your product in their mind they've come to the solution right or wrong that your product is gonna enhance their life in some way solve their pain make their life better we don't buy things we don't say yes to things that we believe are gonna make our life worse that doesn't mean we're always right in other words human beings very often make self-defeating incorrect decisions so when let's say you have a product
that's awesome it will help someone make their life better they might still say no they make a bad decision in other words self-intent is a perception they think in their mind it's going to make their life better so whether they're right or wrong that's a separate issue the point is that first 10 has to be established anything below a five means they think it's gonna you know it's it's worse than better you have zero shot right a six not high enough now is a seven high enough eight well here's the deal the truth is with
someone with a very very low action threshold it might be possible that with a seven or eight yes you can close the deal but remember the closer you are to a 10 on the certainty scale the more certain that you can be that that number in the combination there's five numbers in the buying combination right that that number is basically picked so to speak right that you've got that number locked up now moving on to the second tent here okay let's go through it remember the way human beings are built we have this weird tendency
to overly distrust and then overly trust someone like there's we meet someone for the first time we might be very suspicious almost overly suspicious that someone's out to screw us and they're not trustworthy right because most human beings really are basically honest i believe and i don't think sales that are out there to hurt people right let's accept the really bad ones but it's human nature that we really distrust someone that we don't know yet when we make a decision to trust someone it's almost like the pendulum swings so far in the other direction that
we totally truly go from absolute distrust to total trust like that so that's the purpose of the forest gun patent remember i called the forrest gump patent because in the movie forrest gump remember the scene where little forest with his leg braces he's waiting for the bus his first day of school right and what happens the bus pulls up the driver opens up the door she looks down at forest forest looks up at her and he freezes like a deer in the headlights does not get on the bus so what does she say she goes
well you're getting on he says my mommy told me not to talk to strangers take rides from strangers and she's like well this is the bus to school and that's not good enough for forrest because he doesn't trust the driver so now there's a deadlock and she's looking down at him he's looking up at her and then finally to break the deadlock what does forrest do he says well my name is forrest forrest gump and she smiles back realizes what she's dealing with she goes well i'm dorothy and i'm your bus driver he goes well
i guess we're not strangers anymore and he gets on the bus the point is if you want someone to trust you tell them your name who you are remember in most circumstances believe it or not people have really short memories if you're meeting someone for the first time especially over the telephone even in person you're not wearing a name dead by the time you're done with your main presentation they probably forgot your name already so you wanna just tell them again let me reintroduce myself to you my name is jordan belfort michael smith jane doe
you know and i'm a senior vice president or i'm a general manager on the head of this division whatever your title is you know and i pride myself on xyz all right this license and now i've spent the last 20 years do whatever tell them your credentials tell them how much you care tell them what you stand for tell them about the customer service you're going to be tell them what type of asset you could be over the long term they need to hear this they have no way of knowing what you're like unless you
tell them so the key here is you want to write this pattern out beforehand as part of your strategic preparation you get it you want to write this pattern out and write one even two three patterns by the way about you need to be able to talk about yourself more than once this way when it comes time to capture that second hand at a high level bam you got it locked up remember the pendulum of trust swings dramatically from distrust to absolutes then once someone trusts you it makes everything else so much easier now remember
from the very beginning of the sale you're already trying to build as much trust as possible by getting into rapport by using the right tonalities the i care tonality i feel your pain by saying you know by saying i really want to know tonight you're really listening to someone by asking good questions so you're always trying to build trust but this is the point in the sale when you get hit with that first objection and you make your loop and you say does your idea makes sdn do you like the other after you're given your
second pattern and they say yeah yeah i like the idea exactly and now you say let me tell you a bit more about myself i've been your broker for the last four years we've been working for the last few years would i be you know and consistently making you money you probably wouldn't be saying let me think about it you'd be saying sure jordan you know let's but i'll do it right now and you say exactly now that i can understand you don't know me i don't have a track record so let me take a
moment to reintroduce myself let me tell you a little bit more about myself again my name is xyz i'm uh whatever your title is do that and watch what happens to tell someone you're trustworthy you look them in the eye and you say it was to say i assume you are tell them what you stand for and then when you're done with that don't go into a close transition then into the third ten and as far as my company goes xyz company we do and then you do the same thing for that and bam that's
how you run your loop okay now remember the let's go down to the inner game this motivational side of the equation here one of the key things one of the keys to looping all right is that when you end the main body of your presentation and you get to that point in the sale where you ask for the order for the first time right what you need to have going on in your mind is you need to be waiting expecting this first objection don't be like begging for a lay down sale and then when you
you hear the first because you go through this great pitch right and then you know you ask for the order the guy says oh it sounds good let me think about you like oh my god in your mind like henry penny the sky is falling off like you're flipping on another let me think don't be thinking that way you'll be thinking ah just as expected now i can roll up my sleeves and get to work and earn my pay remember any monkey can read from a script what makes a salesperson a salesperson and in fact
the high paid salesperson is their ability to take those people who are sitting on the fence take those people to let me think about it let me call your backs those people and turn them into a customer now remember this one last point before i go is that what i don't want you to do i saw happening is that on some people doing some live calls us we don't name names but one thing they were really working on and i appreciate that i i commend that but remember you have to at a certain point transition
into your clothes okay you're giving someone information and as you're educating them getting them more comfortable telling about your product and looping around and building more and more certainty at a certain point you have to loop and transition back into a close or else you end off going off to pluto and you almost talk through your clothes there is a sweet spot for a close and if you go too far give too much information without transitioning back into a close you talk through your clothes you miss the opportunity okay so charles steve i'm talking about
you i love you you're great but make sure i saw you giving a lot of information and you were going on and on great and i'm not sure exactly what you were doing i didn't have the whole call but one thing i noticed is that you have a tendency sometimes to talk too much without redirecting it into a close try that this week on your calls where you you sound i appreciate how much you know your product knowledge sounds great you sound like you're certainly an expert your demeanor is wonderful you sound like a trusted
friend not the grand inquisitor so many things i see you doing right but the one thing i see you could definitely improve is that you're not taking that and transitioning into a close that's what i want to see you do you
