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 network gives you the visibility and control over your financials inventory and more schedule your free product tour right now at netsuite.com school our salespeople close about 80 of their sales in the second or third calls and 20 in the first call how far do we push on the first call to close the sale example do
we go for three objections before before we before closing them to get on get on the next call or do we go for setting up the next call sooner into the first call there's one key line here that you have to master the delivery of and it is jill jim john jose holly chao please don't misconstrue my enthusiasm for pressure the last thing i'll do is pressure into anything it's just that i know this is a great fit for you why don't we do this now watch please don't misconstrue my fearsome pressure i know it's
just appropriate then you always have your decision tree you can even you can actually do that and loop back and try to close again or use as your exit repertoire callback so it depends on this is somewhat of a feel you have to train that your people and feel and also you got to keep track of this stuff like you know how many objections come on it's a bit of common sense here based on your industry you know how many times do you want to pressure someone to buy before you reach diminishing returns my guess
is more than three loops is going to be problematic for you so it also depends on the sales for some sales people can get away with it i'm sure i could probably run five and and not kill the deal some others can't run more than two so you got to make sure you know the sales person as well but after the third loop was a probably a good time to say jim you know listen why don't we just because what they do is though you get that sense when you what do you do it ends
when they start saying i i'm feeling pressure like i don't you know that i don't know they sometimes back off you stop breaking reports say john such him please whatever just please don't misconstrue my enthusiasm i know how awesome this will be for you and i just don't want you to miss out so let's let's do this let me send you out the information okay give you a chance and how about next week and you go through your appointment setting script okay so three is probably your sweet spot all right i know everyone's talking about
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