i'm jordan belfort and this is sales school all right so if you're a business owner do not let quickbooks and spreadsheets slow you down anymore now it's time to upgrade to netsuite by oracle the world's number one cloud-based business system netsuite gives you the visibility and control over your financials inventory and more schedule your free product tour right now at netsuite.com school sales if anything is a numbers game it's like when you fish the more times you cast your rod out you cast into the ocean the more fish you're going to catch and let me
just testing i don't care how hard you work how many doors you knock on how many hours a day you put into this there is no possible way that you can knock on nearly even one-third one-fourth as many doors as you can do if you're banging away on the telephone on the telephone you have this massive increase in the number of people that you can speak to on a daily basis that's it so just by sheer force of numbers by sheer force of numbers the phone sets you up for massive success now let me say
this what i found over the years once i left stratton that was the mid 90s right and especially over the last 10 years i realized that you can be really effective going door-to-door too that it's not necessarily one or the other and in fact in some industries in some industries going door-to-door or into people's homes might be a little more effective than the phone it's true but i have some really great news for you insurance is not one of them insurance is not one of them take it from me everybody if i had a choice
if i was someone said jordan i'm going to give you two options a i'm going to let you sell insurance over the phone and b i'm let you sell insurance by going into people's homes or businesses i choose the phone one thousand out of one thousand times and never look back and at the end of the year i'm gonna make five times as much money by sticking to the phone at least five times as much money in the last three months we've all been forced to engage in what i've come to call distance selling distance
persuasion the ability to influence and persuade to close the deal at a distance why covet 19. obvious stuff i've been forced to adapt and for me i laugh so well how ironic is that because that's where all of this started for me even though my first job was in door to door and i'm a pro at that far more effective than anyone i've ever met seriously i'm really great door-to-door i perfected my system the straight line by telephone and it was specifically designed to close the gap between the effectiveness that one person can have face
to face versus over the phone because here's the deal yes it's true in the absence of knowing the straight line it is really really hard to sell insurance over the phone if not impossible door-to-door you can fake it you can cheat it so what happens is you find weaker sales people succeeding going out into the field because it's a bit of a cheat in the sense that you can use these other devices of body language it's not a pure linguistic cell it's not pure logic and emotion you're using these other things of that hit other
points of the human decision-making system of you know rapport building and you sort of chummy tell me i'm just like you all these things and people get stuck in this idea that i'm a better in-person closer or that my particular industry i'm doing is like insurance is just better in person it's just not true it's not true in a million years i would never advise you to go back to selling in person once you know the straight line system and that's the big ones once you know the straight line the straight line system was specifically
designed for this type of sale it fits every sale it works for anything but the straight line system was designed for selling a financial product over the telephone to someone that you never met before someone who's probably never heard of your company before and someone who's unfamiliar with the product that you're selling them right now with the straight line system you can learn to close anyone who is closable let me repeat that with this straight line system you can learn or very quickly get to the point where you can close anyone who's closable now what
does that mean or what does it not mean it doesn't mean that you're going to one day get to this point where you're going to close every single person you speak to that's not what i'm saying you dial the phone a hundred times you engage in 50 conversations 15 answer you're not going to close all 50 50 how great you are when i say you close everyone who's closable what i mean is that there are some people who aren't closable for whatever they're just not they're not buyers and then there's other people who simply shouldn't
be closed for ethical reasons or whatnot they just shouldn't be closed ethics involved right but when i say you'll get to the point where you can close anyone who's closable what i'm saying is that when you're in a sale and it's over and the person didn't buy from you you're going to say to yourself you know okay well the person didn't buy but no one could have closed them even jordan himself wouldn't have got the person you
