i'm jordan belfort and this is sales school i want the 75-inch to be not the 50 i want that rib eye and 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 site for details something just popped out to me today and it's something that i really haven't spoken about in a while and that is you know the importance of maintaining rapport that rapport is not a constant you know i've touched on this over the last couple months but really reiterate to you like the importance of not only just getting into rapport but being keenly or
acutely aware that you cannot move forward on the straight line you can't move forward in the sale if you're not in rapport and what happens is based on the last words that you said less tonality you used if it connected with the person the prospect you're end up having a slight uptick in rapport and if what you said kind of didn't connect with the process or pissed them off in some way you have this downtick important by the way sometimes you say something one thing and it just totally blows rapport and you fall at rapport
and if you continue to try to move down the straight line while you're not in rapport you're done you can't close anybody so just remember one of the the reason why what i realized more than anything more and more as i just keep getting so entrenched in teaching the straight line all over the world is that every aspect of the straight line is interconnected that's why it works so well and also the inner game aspects are connected as well so in other words if you break rapport right what happens is you can transfer certainty because
people tune out and once you break rapport right the second ten you they trust and give you that's done so you can't transfer any certainty to the other person so what you need to do is you need to stop and you need to back up and get back into rapport that means not true okay let me slow down and as you move down the straight line right what you're doing is you're slowly but surely step by step creating this airtight logical scream from the hilltops logical case and also creating an airtight promotional case yes that's
what you're doing right for all three tens eventually lowering the action threshold and if necessary adding on pain the pain that you actually you know extracted or pulled out during the qualifying session the intelligence guy right so that's what's really going on but if you say something that pisses the prospect doesn't connect with them and you sense that slippage of rapport right if you keep trying to build certainty and keep making your case you just keep fooling it's like this death spiral where you fall deeper and deeper and deeper at rapport until basically you're done
at a certain point you just have no shot you you're blown out and i've seen it i see this all the time like here's a perfect example where someone will be making a presentation sales person right and i'm and i'm listening because i'm training the sales force right and they'll say something a prospect is great i was doing some of the trading system and the guy asked the woman a question he was like so yeah this thing is just it's so great it really works so well and the woman's like i don't really know you
know she's like i'm not really sure if it's very that you know i don't know i'm still skeptical he's like oh it's just great and he's kept going and saying believe me just you gotta trust me here's the great and he kept trying to move down the line and you know the words don't really matter the point was is that they had this fundamental he asked a question and he said does that make sense to you and she's like no he's like okay well anyway he kept going you can't do that in other words the
key is is that we have these stopping off points along the way for a reason so when you the reason the script is constructed with these stopping off points is to make sure that a you don't just drone on and on because people tune out and you fall at or poor and also to make sure that what you say it logically connects with the other person because if it doesn't you have to stop loop back and remake your case again until you get you say does that make sense and i say oh yeah yeah now
i get it if you if you said something that didn't quite make sense to the person it wasn't strong enough maybe they just got confused or whatever they just fundamentally disagree with you you can't keep moving forward and try to close because all that happens is the person's like he's like you're not hearing me you're not here and they fall deeper and deeper they close down you fall more poor until you're done the key is remember this rapport is not a constant it goes up it goes down it's never the same it's like when you
watch one of these i know a country you live in but they have these like you know when you see politicians debate right and they'll have like the studio audience and the studio runs they'll hold on to these buttons and it's like they press like yes or no agree or disagree based on what the person is saying and then you'll see like when the politician is saying something that is actually true and it makes sense and it resonates with the audience you'll see the green button that you'll start to rise if they're in between they're
in reporting up there they're there they agree with the politician and then when they start to invariably lie or exaggerate you go and then the report and you see it like the whole way through the up and that's what happens as you move someone down the straight line from the open to the close it's even with me no matter how careful every time i if you when you ask someone to buy from you do they sound is that is it dip see you almost you must have enough money built up in your rapport bank so
to speak that when you finally ask for the order you ask someone to expend energy right as you're doing you ask for the audit to spend money buy something that's the negative free is a positive right so you ask someone to expend the energy so it's a dip in the negative column so what you've been trying to do through the entire presentation is you've built up so much equity in your win column that they say yes you know based on the negative how to spend money the energy out versus the benefit did all the wonderful
stuff i'm gonna get when i say yes you end up closing the sale that's the calculation that calculation also happens with rapport so if you build up massive rapport with someone and then you know you say so it doesn't quite resonate well yeah you'll have a dip but you'll be okay you'll dip down you want to raise it back up be careful about that but the point is you can you get into this ultra tight rapport so that when you get towards the close and you ask for the order they feel comfortable enough with you
they trust you enough that they'll put that best foot forward and they'll give you a shot at its essence what the straight line basically is in terms of opening up an account right opening up a new customer is also second sales 30 or upsells but for the opening trade the opening sale the opening purchase right the basis of the straight line is give me a shot to show you what i can do for you give me one percent of your trust and again don't worry about the cheap sales lines it's not whatever the line that
is congruent from what you're selling it doesn't get the point is it's about i'm not looking to work big here give me a shot and believe me you'll be glad you did that's that's that's what the street there's a straight line is about like laying out this perfectly logical airtight case about why there's absolutely no reason why they should say no making it easy for them to buy remember energy in benefits out massive amount of benefits going out to them only a little expenditure of energy in terms of money how easy it is to get
started and that all of that glue that runs on both sides of the line inside those boundaries is the rapport that you've created to your tonality and your body language which is that unconscious communication right establishing those two main core elements that devise report what they are number one that you care you care about them you're not just there to make a sale i care about you i want to do the best thing for you i'm not just in this to make money now remember when you first meet someone you can't say you know i
really care about you john or jill he'll say what a lie you know the word you can't say that down the road yes you can because you've proved it through your actions but when you first meet someone as a salesperson say jim i really really care about you i'll say what a lying salesman right the words don't exist in the beginning so the way we get that point of course that we care remember it comes from your tonality empathetic sympathetic [Music] i'm telling you that's the magic it's the rapport is not in the heart charge
you can do is the uh-huh wow oh nice the smile the connection the eye contact the trust it's unconscious communication tonality body language that's the key so that first element again is i care i'm not just in this to make a buck like other salesmen i care about you i want to do the right thing by you and once that happens that paves the way for everything else right and the second aspect of rapport is called likability i'm just like you and i like you in other words we associate with people based on our commonalities
not our differences so like the old saying hey i always use is that you know you wouldn't say you're right but let me guess what i just went to a country club and i went in and walked around there's a soul there who's like me you know i'm a republican they're all democrats i like golf they all like tennis um you know one thing in common so i joined you might say what the is wrong with you you're crazy right you would never do that what you would do is say oh i walked in there
oh my god they just like me yeah the same political party same religion the same interests we all had a few last weeks and i joined we associate we join we join forces based on having things in common so the perception must be i'm just like you now there's a subtlety to that it's not about i'm just like you're like oh you like fishing i like fishing not that i don't mean that i'm saying is is that i speak at the same pace as you i understand you um i feel your pain mmm oh yeah
uh yeah right and those it's finding common humor it's not about you know listen if you sometimes just get lucky that you know you're walking into something that's obvious you have a commonality of course you'd build on that but don't play the game that whatever they like if the fish is on the wall oh my god you're like i like fishing if it's you see a picture of him coming your life's clear then i like skydiving don't take your skydiving the next day you'll be screwed right the point is is that it's not that it's
about listening to someone uh-huh oh yeah i'm just like you yeah i uh yeah i get it i speak at the same speed listen to you that's rapport it's powerful stuff and remember along with that rapport comes at you know greatly misunderstood charisma right which is basically that next level report having massive report charisma the ability to create rapport so with charisma and it's a learnable skill right it's effective body language appropriate tonality and not saying stupid so there are wrong words to say right that's the case so remember don't ignore the fact that when
you're actively selling you're persuading watch look for cues that at any time that you're falling at a report if you find that slow down back up look back and get back in report by making sure they're on the same page with you usually when rapport gets broken is because you say something and they're not on the same they don't agree with you and you keep trying to move forward and plow through that you're not listening to them so listen if there's some sort of discrepancy they don't agree with you you look back you make your
case in a different way and so you see what i'm saying now say oh yeah i get it exactly and then you move forward you
