Advanced Looping | Free Sales Training Program | Sales School with Jordan Belfort

i'm jordan belfort and this is sales school [Music] 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 remember at the end of the day your ability to earn big money as a salesperson be directly related to your ability to be able to take the common objections and turn them into

buyers now you're always going to have laydowns the people that are the automatic yeses right any lousy salesperson can close them why because they were already pre-sold your job as a salesperson is not to turn the no's into yeses is to take the common objections and turn them into yeses that's what you're doing and that is what the back half of the straight line is all about and specifically looping looping is the process of how we take any one of the common objections and we use it as an opportunity to do what to build more

certainty for each of the three tens and then transition into a close without breaking rapport so someone hits you with a common objection your goal is to do what to essentially loop back into presentation mode you have to now say things that make them more certain if someone's uncertain the antidote for that is what to create more certainty how do you create more certainty well what you're going to do is you're going to take that initial presentation you made which represents the frame you're framing an airtight logical case that's your initial presentation and now you're

going to essentially loop back into presentation mode and pick up where you left off and fill in the missing blanks so now when you combine your initial presentation with this follow-up presentation those two presentations together are like wow it's the ultimate scream from the hilltops airtight logical case that's what you do when you loop we call it a loop because visually on the straight line what you've done is you were watching let me draw it out for you and think of my red bluff i can find it where is it ah there it is hiding

behind my bowl here okay how long so watch the reason we call it a loop is because on the straight line you have your open you have your clothes right you have your boundaries above you have your boundaries below right you have open close you asked the order for the first time around here a third of the way down meaning that you still have work to do it's not like you want to make your presentation so long that's called front loading that by the time you're done there's nothing left for you to say so you

ask for the order for the first time here these are your first four seconds here's your intelligence gathering rapport building here's your presentation you ask for the order for the first time and yet you get hit for the first time with what one of the common objections otherwise they could have said yes which would be right online if someone says yeah let's do it they buy that's a straight line sale bam lay down they say no very rare okay we'll try to turn those around i'm just telling it's very rare someone just says no what

they typically do is hit you with one of the common objections let me think about it let me call you back bad tummy and so forth right so what we're doing here essentially is when we get when we ask for the order for the first time that is the end of the front half of the sail the front half ends the back side begins they hit this with an objection let's say let me think about it that's the first objection you get what we want to do here is the first step of our looping process

is called deflection meaning we realize since we know that let me think about it doesn't really need to think about it what they need to do is become more certain we're not even going to dignify let me think about it with a rebuttal for example i have another manual which which you have as part of this course which will give you 30 or 40 things to say about let me think about it they say let me think about it it says okay well then you can say one of these things to rebut that objection but

if you adjust to rebut the objection if someone says let me think about it and you say well jim i understand you want to think about it but i'm doing this a long time and people who are who are smart in the know they don't think about blah blah blah blah and you tell them all the reasons why they don't need to think about it and then you ask for the order again guess what you've accomplished nothing because let me think about it let me think about it was just a smokescreen for uncertainty so if

you just did that you know what they would do they would hop to a new objection they'd say yeah okay you're right let me just talk to my wife and you'll see that happen every single time they have chopped from objection to objection to objection because what you haven't done is addressed the root cause of the objection which is uncertainty so what we do with the straight line system is step one we get hit with the first objection we deflect meaning we don't answer the objection head on we use this language pattern we say i

hear what you're saying jim but let me ask you a question does the idea make sense to you do you like the idea you hear that they say oh the sound they say sounds good let me think i said i understand you want to think about it but let me ask you a question jim does the idea make sense to you do you like the idea or does the program make it the product do you like do you do you see what i see busy i hear what you're saying so watch i hear what you're

saying we're not breaking before i underst i got each other hear what you're saying so yes we're on the same page still but let me ask you a question almost hypothetically speaking money aside does the program does the idea make sense to you do you like the idea that's deflecting the objection so what would someone say if you use that money aside hypothetical tonality they'll say yeah it sounds pretty good that's the typical response you'll get or they might say yeah it sounds really good they're a bit more certain maybe i say that sounds okay

they're less certain so now up the first time we finally know actually where they are on their level of certainty the guy says that sounds pretty good he's at a six and a half or a seven someone says yeah it sounds okay he said a five and a half or a six so he says yeah that sounds all right they're in a four or five we finally now have some indication of where they are on the certainty scale as it relates to the product good or service the idea at hand so when i say does

the idea exist do you like the idea they say yeah it sounds pretty good i'm like ah i have work to do that's not a 10. now if they said oh yeah jordan it's amazing i say exactly it really is an amazing idea if they said that i'm pretty far along on the first ten that means there's probably something else holding them back but typically they don't answer with that much enthusiasm they'll say yeah it sounds pretty good it's like a seven so what do i do i say exactly it really is a great idea

and i do what's called entering their world where they are they say yeah it sounds pretty good i don't say exactly like whoa i didn't say that like if you come on too strong there they'll be like whoa i'm like i don't think he heard me i said yeah it was decent i didn't say if i so if i say yeah it sounds like a great idea i'd say exactly then i could come on strong but if the prospect was like yeah it sounds pretty good i say exactly so if they committed a seven i'll

commit it a 7.1 i enter their world where they are and then what i do is say exactly it really is a great idea in fact the true beauty of the program is and now i loop back into presentation mode and i pick up precisely where i left off in the first initial presentation so essentially my first presentation framed the idea was very compelling it's almost like if i was building a house it was the foundation it was the frame it was the roof the drywall but now i'm going to install the plumbing the electricity

i'm going to put a few decorations on and make it look real give it a fresh coat of paint and i fill in the missing pieces so that's my secondary presentation i make so i again get hit with a common objection i deflect it i use it as an opportunity to build more certainty for the first ten and again i know essentially where they are on the certain scale right so i'm using it as an opportunity to loop back i'm now going to fill in the missing pieces with a secondary presentation that's even more compelling

than the first and together when i've finished my secondary follow-up presentation i'm now going to ask once again say jim you see what i'm saying now does it make sense to you and you know what i'm saying oh yeah no really i get it now and i say exactly it really is a great idea so what i've done now is watch i said well let me ask you does the idea make sense do you like the idea he says yeah it sounds pretty good that's a six but when i looped back and represented the idea

and now asked him again now do you see what i'm saying jim he's like oh yeah of course no now that you said that i get i say exactly it really is a phenomenal idea and bam just like that i've moved him from a six to about a nine on the certainty scale that's the purpose of that pattern and i'm now in the middle of what's called my first loop and remember a loop is using an objection to build certainty for all three of the free tense now so far i've only touched on the first

ten the product i still have to speak about myself and the company that stands behind myself the salesperson and the company that stands behind the product now one more point here before i actually tell you how to do that i want to also layer on a very important thing called paste paste lead when i am answering that objection and beginning my loop i say yeah exactly it really is a great idea i've entered their world where they are so now watch my tone of voice i'm going to make up funny words i'm going to use

real words i say exactly it really is a great idea in fact the true beauty is it also has a b c going on and it also has d e f ii and when you take a b c and d e f it really together is an incredible situation in fact when you take all three of those things together now what just happened i entered their world where they are and then i paced them meaning i spoke in the same level of certainty as them and then i continue to speak in the same level of

certainty as them and then slowly i ratchet up my own certainty and i start speaking more and more certain so in that pattern i'm doing i see exactly in fact the true views it also has abc and it says def and then you take def and abc together well jim guess what you take those fourth and i start wrapping up my own certainty when i'm ending ending that pattern i say now jim you see what i'm saying does it make sense to you and he's like oh yeah it really does i say exactly and now

i use my tonality to move him emotionally or her emotionally my words moved him or her logically so now in one swoop that one pattern i move them logically and emotionally to much higher higher levels of certainty for the first ten that's what happened with that pattern now what i'm not gonna do at this point is i'm not gonna ask for the order yet i still have more work to do because remember there are three tens that need to be moved up on the certainty scale not one you