i'm jordan belfort and this is sales school all right short message from my number one sponsor netsuite here's the deal if you're a business owner you don't need them that's me to tell you it's tough to run a business because it is right we all know that don't let quickbooks and spreadsheets slow you down anymore now is the time to upgrade to netsuite by oracle they're the world's number one cloud-based business system they give you the visibility and control of your financials hr inventory e-commerce and more you want to join over 24 000 companies using
netsuite right now so schedule a free product tour now at netsuite.com school that's netsuite.com school let me tell you the bottom line i'll just put this one i'll tell you the story right my first real job in sales was selling meat and seafood door-to-door now i had sold since i was you know had a lemonade stand it's five years old right i was out there knocking on doors with a paper out at the age of seven eight years old right at the age of 11 i was banging on doors shoveling driveways after snow storms in
new york by the age of 13 i was out there doing children's parties answering incoming goals from an ad i had in the penny saver right you know the amazing bill for it and the age of 16 i was going blanket the blanket on jones beach making more money than any adult in my area i was making back then four or five hundred bucks a day which is equal to three thousand at least two thousand a day right now when i was 16 years old all right but those weren't like sales in terms of persuasion
really i mean maybe the paper out a little bit but there was mostly a young kid i was cute calling a neighbor they you know wasn't really you know i would say um actually really was persuasion but not like there wasn't really much strategy involved that's my intuitive born closer me just looking right and sounding good but here's the deal it all crystallized when i was 21 and i dropped out of dental school right you know the story and i answered a blind ad in the newspaper and the ad said action make a thousand dollars
a week company vehicles like wow thousand bucks a week that's almost like beach money you know it's half that but all year round right i was like sounds good i'll get a car well it turned out it was a truck when i showed up and they were selling meat and seafood door-to-door the training program was as follows you would simply put you in a truck it was a toyota pickup truck not a huge truck right with a freezer box or wooden box on the back with dry ice and the training program had me going door-to-door
and just watching and observing someone else and the person i was sent to go door-to-door was someone nicknamed the penguin and they called him the penguins he's a while around like burgess meredith had nothing on this guy by the way right with like a stick up his butt right he just had this real funny while he called him the penguin right so the penguin says to me the key to selling is you gotta be pumped and positive right you gotta stay positive you gotta stay pumped right and no matter what they do how many doors
they slam in your face always say have a nice day and i'm like why he goes because it makes you feel better about yourself well i found out what he meant by that what makes you feel better about yourself about an hour later when he jumped out of the truck and said we drove about an hour away from new york a neighborhood calling his new rochelle upstate new york right westchester county and he's like just watch me and learn and he knocked on the first door and he started his pitch hi my name's elliot slam
right in his face never even got the pitch off goes to the next door knock knock knock door opens can i help you hi i'm elliot i deliver eating fish slam he's like haven't i well what happened was this happens in sales you get into these cold areas and if you're cold calling on the phone you're just getting a bad streak of leads where people are not interested they're hanging up on you they're being rude to you it happens sales is a numbers game and it always will be good news is there's things we could
do now that i teach you to bring those numbers up dramatically how you get through but the point is is you're gonna face some massive rejection and what impressed me about elliot was that you know no matter how many doors he knocked on no matter how many was slammed in his face he kept his shoulders back his head up he was pumped and positive right until somewhere around 12 1 o'clock in the afternoon and almost i noticed like 50 doors have been slammed in his face he gets out of the truck drops his shoulders puts
his head down he loses the stick up his butt it falls out because he's like walking just normal right he knocks on the door like barely even knocks i call it the non-closers knock woman opens up kind the woman can i help you he goes um my name is elliot i deliver meat and fish to your neighbors you wouldn't want any filet mignon shrimp or lobster tails right i mean the last 50 people all said no so i'm assuming you're going to say no just get it over with if you will now obviously he didn't
say those words he didn't have to they were oozing out of him like the tonality his body language he lost his state of certainty i'll never forget this guys i'll never forget this moment as long as i live of watching someone who is you know who's a great salesman in his own right and i trained him he became he had worked with me i trained him in the straight line right but the point was in that moment he lost his state of certainty i did not close one sale the rest of the day and if
you're on certification you know exactly what this is about right because i explained in the introduction that sales is the transference of emotion and those who are not on certification well you know you've heard me say this before but not as in a much you know less methodical way you know you're transferring certainty from yourself to the prospect you get it it's not the straight line that creates certainty the straight line transfers certainty it allows it to this feeling that you have that you know the product is the best that you're the best that the
person should be buying it in their best interest they should really own it that sense of certainty is what you need to get across to someone else to get them from saying let me think about it just saying yeah let's do it the straight line transfers certainty if you show up to a sales encounter whether it's in person over the phone and you're not in a state of certainty you have nothing to transfer just remember that if you have any moment this week while you're going through this module and you're saying oh it's not looping
or it's not scripting and i you know it's not as important to me you're wrong you're wrong i promise you you can become 100 proficient at the outer world strategies of the straight line and if you don't get your inner game sorted you're not gonna be able to apply it you just won't okay so that's why you'll notice as we go through this training we're gonna be peppering in these outer world modules within a world so i'm going to pepper in the inner world too the outer worlds are your core modules for closing getting into
the skills that you need but in order to access those skills and to continually apply those skills you must get this sorted too all success starts up here between your ears that's where it starts and then it's the skills that you possess that allow you to take what's up here an idea a goal a vision for your future to take that and manifest it in the real world success is the integration of inner and outer world competencies into one cohesive unit and once you can do that you become an unstoppable force of nature so make
it your point this week to really go through this module go for your exercises get your anchor set condition it again and again i promise you you're going to see a huge upturn in not just your ability to close but just it's just how many leads you get how you feel throughout the day learning how to manage your state is the gift you give yourself bottom line all right i love you all dig into this stuff let's rock and roll we'll talk again in the morning get specific you
