i'm jordan belfort and this is sales school netsuite is the world's number one cloud business system bottom line it gives you visibility and control over your financials hr inventory e-commerce and more it's everything you need all in one place in fact over 21 000 companies using that suite right now so you'll be in great company right alongside them so let netsuite show you how they'll benefit your business with a free product tour at netsuite.com school so every morning i would give this 15 to 30 minute you know combination motivation slash skills strategy session and i
would reinforce their skills to make sure they were sharp on the ball right and also i'd motivate them and at the end of every motivation session i had them stand up and they would squeeze their fists together and they'd say the word yes and they'd start clapping we'd get all pumped up right and go [ __ ] wow in the movie was like right that didn't happen i wish it did because it's great by the way but that was matthew mcconaughey's thing that he just came up with on the settings of his anchor and we'll
get into that that's what the subject is today right so what i'm driving at here is every meeting closed with me getting them into this peak state of confidence and certainty and clarity stand up and they chant they scream yes and squeeze their hands and we just go rock into the day right now the reason i did that wasn't because i just like to have people yell and scream and dance around frankly i don't even like that stuff just you know like that's a tony robbins thing and he's great at it you know his thing
is to jump up and down and dance and he's great i don't really enjoy that to me it's you know not going to talk it's just not where i live so to speak right i'm more of an inwardly directed energy person like when it comes to success in selling i don't believe it's about jumping up and down and flailing your arms about and the whole dancing thing to me and you know it just it's a little bit like artificial i i don't know something about that that rubs me the wrong way although many people love
it so you know and again nothing about tony he's awesome right so the point is is that the reason i had them get into this elevated state was because the ability to manage your state your physiological emotional state and that is the topic of today how do you manage your emotional state in a way that makes you a ton more money i'm gonna take this now let's make it operational let's bring it in so you can use this in your day-to-day life as you sell as you negotiate as you make decisions to make sure that
you're in the highest level state for whatever state you need to be in other words there are certain states in life that lead people to massive success and wealth and by the way in sales those states specifically put a slide up here if we can okay this the states are number one i call them all right in the portals we call them the four c's the four c's and you've probably heard me say so but today i'm gonna really dig in deeper and i'm gonna give you actionable strategies here especially one big one that allows
you to ensure that you're in a peak state every time you enter a sales encounter whether it's picking up the phone walking in someone's door someone walks in your door we'll show you how to get into a peak state so we call these the four seats those states are certainty confidence and courage the forces and essentially what this means is that when you are in one of these states it opens you up it allows you to access the skills inside you the resources inside you the talent that you have the natural talent right when you're
in this state one of these states it allows you to be the best that you can be in professional sports we call being in the groove in flow right when you see you know that guy's really in in the groove right there he's just wow this guy's smashing it like when you see federer they pulled in god mode and he's doing things that you're like it would seem impossible with a racket we see it in all sports it's like this extreme state of focus and clarity and just where they're able to access every last bit
of the skill they have in that moment so i want you to start thinking of state management that's the phrase i'm gonna use state management the ability to manage you are essentially to the ability to intervene on your current state the way you feel as you see fit so to artificially put yourself in this artificially put yourself in a state that serves you in other words in sales right i've said this many times to you sales is the transference of emotion that's what you're doing at the highest level sales is the transference of emotion and
the primary emotion that you're transferring is certainty it's certainly about yourself certainly about the product you're selling certainly about the company that you work with they'll stand behind the practice also as i said in the daily motivation last week i said this other like sort of baseline surgery that everything that you say no matter what tonality you're using there's always certainty behind it like that that you're selling the lines if you're selling the scene as i say in the acting world and i don't mean that in a disingenuous way i mean that naturally in a
genuine way that now you should be authentic with what you're saying but then it comes across that people believe you stop when you're talking with you know sincerity you know or empathy that people actually they're certain that you really are empathetic so in sales you always have this sort of baseline certainty that carries through no matter what you're saying that what tonality using is always certainty that yes he seems authentic she seems authentic what they're saying is accurate it makes sense it's congruent and so forth right so on one side you have these four states
certainty to be absolutely certain about the product you're selling that you're the right salesman for them that you're a great salesman that will stand behind the product that you give great customer service and you'll be ethical honest right you'll be there for the long term certainly by the company right that's your the basic that's what's basic certainty right and then on the other side of the equation you have what's called uncertainty all right listen you need to tell me that running a business is hard work but if you're still using quickbooks and spreadsheets chances are
that you're making it far more difficult than it needs to be that's why it is time to upgrade now to netsuite by oracle stop paying for multiple systems don't give you the information you need when you need it and ditch all those spreadsheets and old outdated software pros that you've outgrown and just upgrade now netsuite is the world's number one cloud business system bottom line it gives you visibility and control over your financials hr inventory e-commerce and more it's everything you need all in one place best of all netsuite is for everyone whether your business
is doing a million dollars or a hundred million dollars a year you're gonna save a ton of money and a ton of time as well with netsuite in fact there were 21 000 companies using that suite right now so you'll be in great company right alongside them so let netsuite show you how they'll benefit your business with a free product tour at netsuite.com school and then on the other side of the equation you have what's called uncertainty so imagine if you walk into a sale but you're feeling uncertain and it doesn't you you essentially can't
transfer certainty that you don't have so the straight line system it allows you to transfer the certainty that you have insights if you're feeling certain right you just know you're the best you know your product's the best your company right and you're sure of it you're absolutely certain and the straight line allows you to get that point across to someone else you get it but what the straight line doesn't do it doesn't actually create certainty you do that you create certainty the straight line transfers it the same way i use this metaphor before where you
have in the basement of the house you might have the furnace the boiler right it creates heat it creates the heat then you have the hvac the duct work and so forth that transfers the heat around the house so you might have all these great beautiful ducts they work really well they're clean they're brand new but if the boiler ain't working there's nothing to transfer so that's why it's so important that you are feeling absolutely certain inside you get it that's oozing at you essentially and then the straight line system allows you to transfer that
to anybody that you're communicating with your prospect could be in a negotiation so when you're looking at the hire doesn't matter what the situation is any situation of influence the straight line allows you to transfer the certainty but again if you're in that moment imagine walking through someone's door and you're feeling uncertain about yourself uncertain about your product you have nothing to transfer to you can't move them up on the certainty scale to that magical 10 10 10 so you're basically screwed same thing goes for clarity the opposite of clarity is overwhelm so when you
are essentially feeling clear about something it all makes sense seems easy you know where you're going right got a you know clear picture overwhelming oh my god you know just so much i can't sort through the mess what do i do first what do i do second and that's why when people are in a state of overwhelm what do they do nothing they shut down overwhelm is one of the most destructive states for sales people and entrepreneurs because when you're in that state you don't do anything and anything you do do you don't do very
well same thing goes for confidence right so you know you're feeling confident about something you're just you're totally in it right you get it you know confidence is like uh you know i just know that i'm going to get what i want i've had this great outcome i'm going to get i'm going to close the deal right versus being riddled with self-doubt if you're riddled with self-doubt it oozes through you it just you understand like i don't want to believe this because this is a very basic stuff here but i need to lay the foundation
for the strategy i want to teach you so it's important that you understand that it's sort of like there's always two sides to these coins with states you have certainty then you have uncertainty you have clarity then you have a warm you have courage you have fear right you have confidence you have self-doubt you get it two sides to every coin so the point is imagine walking through someone's door to make a sale one or you pick up the phone and try to call someone you're in a state of uncertainty and you're feeling fearful and
you lack confidence okay and you're scared you're you're mad you're overwhelmed good luck trying to close the sale you get it you imagine this it's like almost like there's a valve inside you like a spigot right when you are in an empowered state of certainty clarity confidence it opens up the spigot and allows the best of you all the training all the natural ability all the skills you have it allows it to flow out effortlessly when you're in a disempowered state the spigot's closed off like a water spigot and nothing can flow so yeah the
water's still inside there all your talent is in there but it can't flow it can't leave your body and go out into the world and make an impact it can't essentially elevate other people to a state because if you understand uncertainty you're [ __ ] screwed you're done you get it so that's the keys that little valve now remember as in most things like this shades of gray it's never that the valve is completely closed right so it's you know you're not going to typically sit down unless you're really screwed up you don't walk around
all day long riddled with uncertainty and riddled with itself down and in in a state of absolute fear nails people are shut-ins right they don't leave their [ __ ] houses there's probably not that many of you by none of you on this training right but what there are shades of this where you have this ultra high level of certainty clarity confidence coverage right that allows you to be in flow to be in the groove when you are like having one of those days where everything that you say everything that you do every word that
escapes you'll be like damn i'm [ __ ] good right you're like just you're like holy [ __ ] i'm i'm impressing myself today right and then you have those other days where you know you do things you got to put your foot in your mouth you don't kind of hit the tennis ball as good as you can maybe the your rebuttals aren't as tight your sales pitches it is clear right your smile is not as bright it's shades of gray so you're not going to ever have typically this total negative but foreign few between
very very rare is someone that has the ability that before they walk through the door before they pick up the phone before they enter any important situation that they can instantly snap into those states these are ultra empowered states at the highest level no matter what's going on in their life you
