i'm jordan belfort and this is sales school when i go into a company imagine me as a consultant and you hired me to come in let's say you were the owner of the company some of your owners many of you are not right your sales people which you own your own business but you work for a company so imagine if you hired me as a consultant for one day and said jb come into my company uh come in and tell me you know look at everything say what am i doing right what am i doing
wrong um you know and give me sort of a triage here of what i should work on and so forth how do i bump up my closing rate how do i make more money how do i get more referrals the whole nine yards right so what i want to do is i want to tell you the process explain to you how i go about discerning what any company can get from the straight line what are the points in their business or the the pockets that can have the biggest bang for the buck right so as
a consultant so i work backwards right i go i always work backwards right so the first thing i look at said okay number one i said let's look at at the sale side of the equation let's look at the sales force meaning you know what type of sales cycle are they using is it a one call system or two call system are there are those calls in person are they over the phone uh or are they a hybrid of the two okay and so forth how much of their sales is happening automated online through video
sales right a lot of people doing that these days so usually it's a hybrid as well so i always look at the sales and i also just as much always look at the marketing side of the equation i say and how are they going about getting their leads i'll look at both areas right and i say them and i'll see what they're doing and of course the first thing i'll do is i will listen to the sales people see how they sound right so number one is i want to see how they actually sound think
about what they're saying i want to see how they sound do they sound good do they have good tonality if they're out in the field are they using the right body language a lot of times there's a lot of companies for instance i've done trains for some good example wyndham right big vacation um rental company right vacation sales right they don't have salesmen that go out into the field but they have people that come to them right so what they'll do is they have all these advertisements and free giveaways we'll give you this weekend here
or two days for you come as long as you listen to this presentation right then they'll have 50 100 people a day come into their offices right and they have salesmen and then try to close them on a vacation package right a vacation sale right so in that case you have face-to-face sales right but in their office right and then i can listen to them that way but there's all these different variables right but i want to see how number one how do the sales people sound right number two what do they actually saying what
are they saying i mean what words are they saying you know and to do that if it's in person face to face i cannot listen on if it's over the phone i can but i also want to look at the scripts i want to see the quality of whatever scripts they're using and typically they're mostly not using scripts on the phone or they can well let me give you an example here's the biggest here's one major takeaway here today for everybody is that the big mistake many of you might be making hopefully only if you've
been here for a while you're probably not doing this anymore but the biggest mistake i see with scripts is that they they'll people will use scripts but they're not actually usable scripts that the scripts are flawed in so many ways and and the two big flaws that i see are that they're not actually end to end they although their definition of a script will be one language pattern one one good way of saying something like the first sentence of the introduction like that's their script you know yeah here's my script and they'll give you like
it's like this long or this long and then there's nothing after there's no looping patterns there's no you get it there's no question they don't have their questions scripted out for their intelligence gathering so they think they're using a script but they're not used that's not using the script okay using a script means you have everything well thought out the perfect words written in in in the spoken word so they're actually usable they flow like butter you get it so very often they're not using scripture i want to see what they're saying okay and then
number three okay i want to see how they're handling objections what do they do when the customers inevitably say let me think about it let me call you back how are they handling all the people who sit on the fence as the phrase goes let me tell you something at the end of the day your success in sales and in business by the way is going to be directly related to your ability to get people who are sitting on the fence the people who have all the common objections let me think about it let me
call you back bad time here your success is going to be based on turning those people into customers it's not the laydowns are the laydowns you get it the laydowns are easy and every company out there even if they suck at sales they still get their laydowns which is why companies can still make some money even when their sales kind of suck and that's why i can go into those companies and have such a dramatic impact because when you apply if so if someone's making money when they're selling stinks right just imagine what happens when
you apply the principles of the straight line it just blows it up right but on many levels your success is going to be based on number three how many people you know not that these first two are important they're crucial of course right but at the end of the day what what comes down to money is how do you take the people who say let me think about what's their strategy for that now is that included in that is do they work on call backs do they have follow-up marketing you know do they have any
email you know they send to people everything that's number three and then number four is what type of referral or affiliate programs do they have in place how do they take their existence by one of the biggest misses of most companies is that they don't go to their customers they have and get them to buy more the most obvious thing of all is to go to the people that you're serving right now that you're giving value to your happy customers and coming up with other products that they can use they need that will benefit them
and making money it's a huge miss for most companies you
