The Straight Line Steps | Free Sales Training Program | Sales School

I'm Jordan Belfort and this is SAIL SCHOOL. It's really always important to know where you are and what does each step in this syntax accomplish. See, each step has its own unique purpose, but it also paves the way for the steps that come after it. That's the key. And remember, there's a reason why the steps are in a certain order. So yeah, like if there's no doubt, like listen, obviously at a certain point in time, you have to gather intelligence, right? While you always want to be asking questions, at a certain point in time, intelligence gathering is going to be that key linchpin. That's what you're doing. You need to extract the information to find out if your buyer is qualified, if they want it, need it, they can afford it, whatever it is you're selling, right? So there's that for sure, right? You have to know that information, right? But in addition to that, if you gather intelligence correctly, it also paves the way. It sets the stage. It lubricates for what comes after, meaning your presentation. You gather intelligence, which then allows you to not just build reports, lubricates what happens going forward, but also it gives you the information that you need to tailor your presentation, and especially your follow up presentations, to directly suit your prospects needs. You get it? So it's not just the fact that you need to gather intelligence, you got to ask questions. It's also that the reason it's at that point on the syntax is so it then makes things going forward much more logical or two. The same way, talking about taking control of the sale, it's not step four. Taking control of the sale is an absolute must. Why? Because control allows you to what? Make every sale the same, which then paves the way for everything that comes after it. When you establish that first 10 on a logical level, so remember your main presentation, right? That first language pattern, when you say name of the company, name of the product, whatever it is you're selling, you explain your product, right? That obviously is focusing on what? The first 10 logically. That's what you're doing. You're framing your airtight logical case. But what it also does, it then frees the prospect up to be moved emotionally. There's a reason why we put this thing first, that thing second, that thing third. Everything in the straight line has its position on the line for a reason. That's what the syntax is all about. A perfect example of this is when someone breaks the syntax is when someone will start trying to close while they're qualifying. They start asking qualifying questions, intelligence kind of questions, and then their prospect will go elicit a pain point, reveal like, "Oh, my product is perfect." You start going off script and start closing, and you jump off syntax, you get it? The reason everything is in its place on the line is because A, each item serves its own unique purpose, and it also paves the way for everything that comes after it. Step number one, real quick, you take immediate control of the sale. As part of that, you start building rapport by sounding sharp, because you're asking, you build rapport. Then the next step two is you start asking, you use that control, you've taken control, and then you use that control to gather intelligence, so asking questions. Then you want to ask those questions following all the rules of straight line prospecting, and use your activity to build massive rapport. When you're done with that and you've finished asking everything, you know what you need to know, right? You then do your straight line transition, and from your transition, you then make your straight line presentation, which will always end with you creating urgency at the end, and then asking for the order for the first time. You then want to deflect the first objection, and then loop back, and build certainty for all three tens through looping. Ask for the order a second time, you get hit with an objection, you're going to rebut that objection, you'll loop back again, now you start building even higher levels of certainty for the first and second ten, but you'll also start future pacing for emotional certainty, and this time you'll lower the action threshold, and a possible step down the size of the order you ask for. Ask for the order again, you hit another objection, you loop back again, guys this is really easy, and what happens is, just remember the visualization of the straight line, what you do first, what you do second, what you do third, where it actually belongs on the line, it's the order in which you go about creating certainty. Don't forget that, it's a straight line for a reason, you know the shortest distance between two points is a straight line, but the point is, in this context, a straight line represents the order in which you go about transferring the certainty that you have inside of you to your prospect, that's the bottom line, remember your syntax, follow the steps, and believe me you'll be glad you did. Thank you.