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 com netsuite.com school i'm gonna draw my straight line like i always do with my terrible artistic skills here this is your open it's where your sale begins it's your clothes as you open the clothes right
and remember your goal is everything you say everything you do you're trying to essentially nudge the client down the straight line from the open to the close and remember at this another way to look at this is to say well we have our certainty scale like almost running parallel to the straight line right so you know one is absolute uncertainty and a 10 is when they're instead of absolute certainty they love it they hate it and when you open up your mouth like the first word where is the prospect well you don't really know right
you're not a [ __ ] mind reader right but you know they're somewhere on this scale they're probably not going to be the one right you know they have some preconceived notion because one means they think your product is a piece of crap right so unless you're in an industry where they're really predisposed think that it's a total scam right you can probably find someone in a five or a six meaning they think your products okay it has merit but they're not really that certain it's the best of class like yours is the right solution
because there's probably other solutions besides yours right so let's say you're an insurance salesperson and you're selling life insurance well if you work for a basically reputable company they'll say okay well it's probably good like his policy but is it as good as metlife is it as good as you know mutual of omaha i'm just picking random companies they don't really know which is the best and if this particular policy has all the features and benefits that are going to perfectly suit them so the point is that when someone enters the the encounter they're not
going to be a one right they're like sort of they probably think that what you have is okay and maybe it's pretty good so that might be either a six or a seven but that is this point here in the beginning and then what's happening is as you move someone down the straight line from the open to the close every word you say is designed to slowly but surely take them from a six to a six point five seven all the way to getting as close as possible to a ten so think of it like
as you're moving someone down the straight line you're building more and more certainty and of course not just for the first ten but for all three tens right that's just basic stuff right and then i always talk about that your client or your prospect typically wants to take you off the straight line right and they spiral off to pluto or your anus right they try to take control of the conversation you want to keep them on the line moving forward towards the close right so you have these healthy boundaries above and below the line and
i always say when you're inside these boundaries you're in control and when you go outside the boundaries you lose control your prospects at in control you're out of control so in control in control out of control out of control right what does that really mean though because you know practically speaking what does that really mean so i i and again this is not about how you take control you know that right you take control by sounding sharpie's attack enthusiastic self an expert in your field that's how you do it right but what does it really
mean to be in control well what i'm driving at here is that and what most sales people miss with the straight line when they really don't get it at the highest level is that the magic what really drives the power of the straight line is not when you're directly on the straight line when you're on the straight line you're doing the talking on script those you have a a language path a script that you've written that basically guides you from the open to the close and remember the beauty of a straight line script is it's
essentially a series of scripts it's not one script we have a script for the first four seconds which then connects you to the intelligence gathering phase to your transition to your first presentation to your looping it goes the whole way through when you're directly on this line what you're doing is you're saying things mean everything you say everything you do every document you have every sales aid you have every website you show every brochure it's all designed to raise their level of certainty but what typically happens is right you're not going to be on the
line because that means you're doing all the talking and you become a talking head see people don't like to preach to so in in a legitimate sale it actually plays out in the real world is that it's a dialogue between you and the prospect you get it straight line technology isn't you just talk talk talks or something that's when you're on the straight line when you're off the straight line but inside these boundaries that's where the magic happens it's when you are asking the prospect the question so watch you ask the prospect a question and
he starts to respond to your question inside the boundaries means he's giving you the response that you need to have meaning he's you're gathering the intelligence hey so tell me how long you've been living in the area for because let's say you just need whatever you're selling you need to know how long he's living in this area he said oh i just moved there six months ago and i i used to live over in denver and still okay and then he starts saying yeah and i miss denver because i used to go to denver i
used to do a lot of fishing by the lake and i love trout fishing and then you're like oh my god you like trout fishing i love trout fishing and next thing you know you talk about [ __ ] trout fishing in [ __ ] denver thinking that you're getting into rapport but that's not rapport that's repulsive to people experts don't do that so you ask a question and they answer you and as long as the answer is germane to the sale meaning it's the intelligence that you need it it serves the outcome of closing
and finding out what their needs are their values their pain points right as long as it serves that purpose that's what i mean by being inside the boundaries all good good good they got a trout machine and you're off in [ __ ] pluto now here's the point just because they go to pluto that's okay too but what you don't do is say oh you're you know you have a nightmare in pluto let me jump in because the water's warm in other words you don't say oh my god i love trout fishing too and spend
five minutes talking about trout fishing you let them speak you're like uh-huh wow it's really cool oh my god that's great wow yeah really that's really awesome oh and by the way so you bought this house here tell me about this let's say you're in real estate and you wanted to go you so you move you essentially let them spit out you say uh-huh oh well you use your active listening so you show interest in what they have you show empathy that you're interested you care and you say oh great wow it's really cool now
as far as the area goes what attracted you to move here was it the school districts i'm just making up a question whatever your next question was you move back to that so essentially you let them talk use your active listening to stay in rapport and then use your tonality to carry your day back onto the straight line and you ask your next question and with each question you ask you move a bit further down the line so when you're speaking you're on the line you're doing the speaking when you're off the line but inside
the boundaries your prospect is speaking but he's talking about things that are germane to say let's serve the outcome of what the sale is about which is to close when he spins out when you're out of control when you think that because he span out you should join the party and start talking about whatever he was talking about that's when you've lost control of the sale and it quickly devolves into a situation where he knows you're not an expert because experts don't waste times experts don't do that another example would be when someone if you're
for instance in the back half of the sale right let's go when you're in the in the looping as you should be running looping patterns but if you don't know what you're doing and a typically untrained salesman they'll get asked a question like someone give them a buy signal say well how much does that cost again and they'll say oh it's 14.99 or 29 and they stop there and it becomes a sort of question answer thing and next thing you know you start spiraling out here versus taking control on the back half of the sail
which means running your looping pattern taking an objection answering it and saying let me say this the true beauty is that you build more certainty and you stay on the line the point is is that what you don't want to do in the back half is start getting into this sort of question answer with open-ended statements that don't bring you back onto the line where you start moving forward and asking for the order again that's what it means to control the sale so it's not about you talk talk talk talking it's about you having a
perfectly constructed script that moves you forward in a significant lesson moves you forward in the process of building certainty that's what you do when you talk allows your prospect to speak to this questions you're asking you're saying does that make sense she's following me so far and they speak and so when they talk you're in here all good but it doesn't mean you spin out and go with the pluto or your anus bottom line once you understand this distinction of what it really means to quote to control the sale everything starts to fall into place
because what happens is by being in control it allows you then to make every sale the same remember at some point in time we have to get into this very high level of certainty for the product and also for you and the company stands behind you this has to happen right when you're in control you do this in a certain order the same way every time you focus on the product first you second the company third and you focus on logic first and emotion second you have a essentially you have a pathway to line up
the core elements of influence that must be lined up for you to close when you're out of control when they're just talking about nonsense and you're joining in the party there's no way to line things up in any order occasionally a salesperson will close like this you know why because they just hit on the combination just randomly but there's no way to make that duplicatable when you do something the same way every time it all of a sudden opens it up for you to really start closing at a higher level because you can now handle
things in a very directed controlled manner and even if you're not a natural born closer and this is the key by the way see a person who's a natural born closer will do this stuff automatically if you're not you will lose control of the sale because your brain's not wired that way automatically but what the straight line does it essentially retrains your brain for communication to allow you to stay tight you see you know some loop looping tight around this line and each time i loop them forward towards the close that's what the straight line
allows you to do so again just internalize i'll keep saying this every month i go back to the same thing control the sale this is what it means it means that you let your prospects speak but when they go off into pluto you don't join them and you certainly don't start off that way you don't go with the pluto for no reason yourself so make sure your patterns are correct that you're leaving places for the prospect to speak don't ever go for too long and they're just sitting watching you or talking on the phone and
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