The Forrest Gump Pattern | 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 all right we are in the thick of it now we are in the middle of our first loop this is going to be a shorter lesson here but a very important fact probably

one of the most crucial aspects of the straight line that is addressing the second of the three tens you the salesperson so where are we we're through location check we're in the middle of our first loop that means we're in the back half of the sale you've asked for the order for the first time you got hit with a common objection you looped back by deflecting first right i hear what you're saying with this idea makes sense to do you like the idea they said yes sounds okay and then you said exactly it really is

a great idea that you use your pace paced lead to increase their emotional certainty and the words that you said your words increase the logical certainty so again as i said at the end of the last lesson in one swoop you've increased their logical and emotional certainty for the first ten to a much higher level probably above a nine at this point or close to uh 9.5 you've done a good job here if you've constructed a great first looping pattern for the product right and again just to reiterate your pattern for reselling the product it

picked up where your initial presentation left off and you filled in all the details now so those two patterns together your initial presentation and your first loop you've moved them to a very high level of logical certainty for the first 10 and emotional certainty has been increased using your tonality and pace based sleep but as i said you do not want to ask for the order yet why because there's not only one ten there are three tens all we've done so far is increased certainty for the first 10. so when i'm done i say john

you see what i'm saying does it make sense to you and they say oh no yeah i like it i say exactly it really is a great idea in fact let me ask you another question if you and i have been working together for the last three or four years and again it doesn't matter what you're selling let's say you're selling vitamins insurance real estate cars doesn't matter if i've been selling you you know property after property or car after car or kroger after program right and every single one of them had just worked out

perfectly it did exactly what i said it made you feel like a million bucks or whatever the product is supposed to do you probably wouldn't be saying let me think about it jordan you'd be saying you know what you're right just let's just get started right now is that true in other words what you said jonas listen i understand you know like you're saying listen if you and i had been doing business for a few years together if i was your advisor if i had a track record you probably wouldn't be saying let me think

about it and the reason that holds so much value right now so much weight is because you just moved them to a very high level of certainty for the first 10 and you've got them to say out loud yes i love the idea that's why it's so important you end that first pattern for the first 10 saying you see what i'm saying john does it make sense they say yeah no i like it i say exactly it really is a great idea now you've made a public admission yes i see what you see i love

the idea then you say exactly it's a real it's a phenomenal situation in fact let me ask you this jim honestly if i've been working with you for the last three or four years making you money on a consistent basis you probably wouldn't be saying let me think about it right now you'd be saying jordan there's let me get absolutely let me get started right now am i right and if you say it the right way using that totality it's like beyond obvious imply you probably wouldn't be saying jimmy you'd be saying just you know

pick up a thousand shares well yeah just let's get started right now am i right 98 of the time the prospect will say yeah well then i will yeah of course obviously then i would for those very rare occasions where the prospect tries to hold on to the nonsensical notion that no no it's not that they're lying to you and you're gonna have to call them out on their and you do that nicely but strongly you're saying wait a second jim you need to tell me if i put you into deal after deal after what

sold you house after house or project after project and everyone had been a grand slam home run and i came through with this one today you wouldn't just say jordan how do i get started come on honestly and you know what he'll say then oh well yeah well then i would and make it like like you changed your tune but you didn't he just like you called him out on his basically so he'll say yeah well then i would say exactly now that i can understand you don't know me i don't have the luxury of

a track record so what you're saying is you know jim i get it that make you know let me think about it here's the thesis you see you know you said let me think about i don't understand that what does that mean it's nonsensical jeff come on let me let me think about it well what do you mean what do you need to think about no the truth is jim you now admit you now that you know you love my idea you love the product we got that the truth is you just don't know me

we don't have a traffic and that i understand that's a valid concern you have it really is because you know your mommy told you when you were five years old don't buy from strangers all sales people are losers or they're gonna try to rip you so they have this programming and also in the person's defense it does you know listen you don't know the person you might have just called them on the phone knocked on their door doesn't you don't know so you know yeah they have no basis for trusting you they don't know you

they have no basis for trusting you so you're so you want to dignify that with the receipt your gym i get that i can now that i can understand well well done jim you've come clean with me you told me the truth it's not that you want to think about it because that doesn't make sense jim and i don't respect that you're not saying that but that's all the unspoken words that i jim now that i can understand you don't know me you don't have a track record together and now he's feeling ah good i'm

off the hook and now you're gonna unreach one of the most powerful patterns of the straight line called the forest gump pattern and the reason i call it the forest gump patent is because i named it after that lovable character who basically found himself in the white house three times you know in these impossible situations but always somehow matched to end up on topic called the forest gump pattern right and the reason i called that is because when forrest gump was five years old and he's waiting for the school bus to probably remember this scene

it's a great scene right the bus pulls up and forest is there in his little leg braces and he's looking at the bus and he's staring off of the space like forest does right the bus pulls up the doors open forest looks at the driver and he freezes like a deer in the headlights the driver looks down she's this gruff looking with a cigarette in her mouth right name is dorothy and he freezes he doesn't get on the bus and she goes well you're gonna get on kind of a nasty voice and pharah says my

mom had told me not to talk to strangers take a ride from strangers and she's like what the hell she goes well this is the bus to school but that doesn't help because it doesn't resolve his core problem he doesn't know this woman and because he doesn't know this woman he has no basis for trusting her so he just stands there and then she goes well are you getting on and then finally forrest in his infinite wisdom he comes up with a very simple way to break the deadlock he says well my name's forrest forrest

gump she says well my name's dorothy i'm your buster goes well i guess we're not streams anymore and he gets on the frickin bus right and just like that he walks on and we laugh when we see that but here's the deal ironically that's how people learn to trust each other someone says you know what trust me because here's who i am and i am trustworthy so when i say this when you're you know you don't know me you say and now that i can understand you don't know me i don't have a track record

let me take a moment to reintroduce myself again my name is jordan belfort um and now i'm gonna actually tell them who i am what i stand for what my values are how hard i work for my clients what degrees i've attained what training i have all my values and how i plan on being there for them through good times of bids i want to be an asset to them for the longer i tell them i say you know what here's who i am and here's why you can trust me tell them you are trustworthy

if you want someone to trust you say here's why you can trust me let me tell you who i am my name's drum i'm a senior vice president i'm working at blah blah whatever the and then what you're gonna work with your with facilities is i'm going to want you to write that out beforehand i want you to come up what's called your forest gump pattern a forest gum pattern is what can you say about yourself how do you explain yourself well you have a way of explaining your product guess what you have to sell

yourself too so why should you try to wing that no i want you to prepare that i want you to have not just one thing to say about yourself but i want you to have three three patterns three ways to talk about yourself that are all equally compelling that build one on top the other and by doing that you actually take someone who doesn't trust you say let me take a moment to tell you why you should you tell them who you are and just like that something really strange happens human beings we have this

way we that we either distrust more than we should or we trust more than we should the key is that pendulum that pendulum of trust it's either in one place or another the idea is we have to get swinging in the right direction once it starts to swing it swings quickly wholly and violently and someone will go from not trusting you to completely trusting you in 30 seconds it's bizarre but that's the ways and that's why if you're selling out in the field home in homes or business you can go in homes when you're selling

at home from someone who's violent when you walk in like they just very nasty when you walk in the door and 15 minutes later they're cooking you a five-course meal and calling you their friends that was par for the course for me when i sold in homes i'd have people who are very suspect of me and then 20 minutes later i'm at the table their best friend they're serving me pasta and they're calling for their phone book to get me referrals why because i used my forest gump pattern to get the pendulum of trust swinging

and once it swung it swung wholly violently and fully to total trust and just like that bam i now have myself a potential close so now watch what we've done this is one loops we're still in our first loop we took a common objection we used it as an opportunity to do what we looped back we built more certainty with the first ten we then transitioned to our forest gun pound which was our second ten will we ask for the order no not yet we still have one tent to go [Music] you