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 but i wanna talk about looping in a way tonight that that's just gonna be so logical and so spoon fed that you're gonna have to get it okay you're gonna have to get
it and once you get it it almost clarifies the entire straight line system outside of looping because you see why all things essentially lead to looping all roads don't lead to rome they lead to looping okay so let me explain to you okay the basis of looping what it's about the the reason it's someone the reason it's cold looping i i can't read this name that that 30 years ago 35 years ago is of course watch if this is about to run out so let me pick a new pen here so if this is your
straight line here that you're open and that's your clothes right and these arrows on the line are there to remind you that with every word you say every document you might handle every sales aid every question you ask everything you're doing is designed to slowly but surely nudge the prospect down the straight line from the open to the close and running concurrently with the straight line is the second silent continuum another line which is your certainty continuum where you have absolute uncertainty on one side of the equation and you have absolute certainty on that side
so making it simpler good bad good awesome other [ __ ] awesome i'm breaking my nose all right so this is great so the whole goal here everything this is the promised land this is hell on earth here in other words when you're on hell on earth in sales your prospect thinks your prompt is [ __ ] it sucks it has no value it smells it's going to break it doesn't work i don't want to be seen dead using this i'm embarrassed it's the biggest piece of [ __ ] on planet earth that is a
one on the certainty scale okay that's a one a ten is when they say this is the greatest thing ever it's the best deal in the world it does everything it's supposed to do and then some it looks good it feels good it makes me feel right i can imagine myself in the future using it and feeling great that's a 10. total awesomeness on steroids biggest piece of [ __ ] in the world right so just think about this largely when you move someone down the straight line from the open to the close what are
you trying to create a state of total awesomeness everything you say everything you do is designed to create this complete and utter awesomeness now we think of this awesomeness right like it's the greatest thing in the world naturally right this is kind of running out to this [ __ ] thing sometimes a new pen all right but we naturally think about what we think about the product right that's a natural saying it's an awesome product first thing comes fine it's an awesome car awesome insurance policy stock is going to pluto this best digital marketer in
the world can get me a million qualified leads it's the best thing in the world right the product so leading me to that question i ask i say so let's say you do that let's say you go through your sales presentation you take someone down the straight line and you ask for the order and when you do they're like damn this thing is so good they love your pride these are the best things since sliced bread that's what's on their mind when you ask for the order so here's the question will they buy from you
yes or no now think this through they're at an absolute 10 on the certainty they love your product will they buy now when i say that to people who have not studied the straight line the hands oh yeah they of course don't buy for me i'm like really what if they don't trust you what happens then let's say in other words watch now again think of this through and for some of you this is just reinforcing what you already know think through that i say everything you say and everything you do is designed to be
building that massive absolute stream from the hilltops certainty in the mind of the prospect right that's what you're doing that's what you do when you move forward on the line you're not creating uncertainty your words are constructed your language patterns are designed to make the person feel absolutely certain both logically and emotionally but what if in the process of you saying these words and handing them the sales they thought whatever you did something about the way you acted made them say i don't trust this person yes i get their product is awesome but i know
this person they're shifty they i don't know about i don't like they don't connect with them i don't think and he'll try to take advantage of me question will they buy from you now they love your product but they don't trust you will they buy of course not we don't buy from people who we don't trust right and again this is basic stuff i'm just gonna i'm just building what i'm doing right now i'm slowing things down and making it so stupid obvious that when i explain what looping does you'll just you have to get
at this point right that's why i'm being so you know severe here with this individual stuff you already know so obviously the way in which you go about creating this airtight logical case an anti-emotional case the way in which you do it must reflect well on you you do it in a way that builds rapport not breaks rapport that creates trust not breaks trust that lets them know you care versus that you don't give a [ __ ] about them that that's all part of being a great straight line sales person so when you're done
and you've got them to this place of absolute certainty they also say wow this uh not only do i love this product but this guy i trust her she's awesome she's really a good person i could definitely see myself benefiting from this relationship for the long term totally know i could take their word to the bank so they're now at not just a 10 absolute 10 for the prize but also a 10 for you right now you got both those and just to cut to the chase here in addition to that we also must then
feel make them feel the same way about the company that stands behind the product that's your third ten so again it's not enough that they love the product and trust you they also must feel comfortable with the company they trust the company they connect with the company they know the company's got their best interests they'll stand behind them for customer service any problems go blah blah blah blah blah blah all the stuff i've said to you many times i'm just banging into you right they must be at a 10 10 10 and damn sure that's
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