Your First Full Loop | 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 i want to put all of this together for you in one cohesive pattern this is your first loop right so it starts when when you get hit with the first objection right that

object could be anything let me think about it let me call you back i already deal with your competitor bad time of year whatever that might be you're always going to handle that by deflecting it first which means you're gonna say i hear what you're saying i understand that let me ask you a question is the idea the program do you like the process it makes sense to you do you like the idea in other words you're gonna say i hear what you're saying we're still in rapport but let me ask you this do you

see what i see does any idea make sense to you and what that really is talent amount to is the first ten do you like the first ten and they're gonna respond respondents say yeah it sounds pretty good and at that point again we know that they're not at a 10 on the certain scale if they were they'd say oh my god yeah it sounds amazing it's unbelievable it's the best thing in the world they don't say it they say yeah it sounds pretty good it's like a five and a half or six so they

might say yeah it sounds pretty good they were to seven seven and a half well they might say yeah it sounds all right they're at a four and a half but at least you know where they are now you know they're somewhere and your goal now is to what move them up to as close to a 10 as possible on the certainty scale for the first 10. so we do that is how we fill in the blanks to our airtight logical case so that means we already have the second pattern of follow-up pattern ready that

hooks on as such to our initial presentation picks up where it left off fills in the missing blanks the metaphor i used last time was that imagine you've built this house you laid the foundation put up the frame you have the drywall outside you put the roof on top you have a coat of paint well now you're gonna install the plumbing the electric and all the different things that actually make the house the house you're filling in the missing pieces to make it wow like i get it this makes sense that's a house or this

program is awesome so the way we do that i say so when i get their level of certainty say yeah it sounds pretty good i say exactly it really is a great program i mirror back their own level of certainty they say yeah it sounds pretty good like exactly so i'll sound more certain myself if they say yeah it sounds okay say exactly so i always enter their world where they are and now i'm going to give them that first pattern now my first looping pattern i'll say exactly in fact the true beauty is and

then i'm going to have a pattern written out saying it's also got xyz benefit and it does also this this and that i'm going to actually have that pattern written out and as i deliver that pattern tonally i'm going to keep getting a bit more positive a bit more certain so by the time i'm approaching the halfway point i've reached peak certainty in my tone of voice and i maintain that certainty all the way to the end of that pattern and when i finish essentially reselling that first 10 i always end it by saying you

see what i'm saying now then now what are you following me there's my tools now you get it like i only said you weren't that certain before you see what i'm saying now do you follow me that's what i'm accomplishing and they'll say oh no yeah it's crazy exactly it really is a phenomenal idea and by doing that i've now raised up the level of certainty for the first ten logically through the words i've said i've made this incredible airtight logical case i used my tonality that pace pace lead to move them emotionally so they're

feeling yeah wow it really is i get them excited she's like wow yeah it's a great idea i say exactly and now i transition to my second 10 using the forest scum pattern i say you know john let me ask you this you know if i've been working with you for the last three or four years making money on a consistent basis or you know getting your insurance on a consistent basis selling your homes a consistent basis if i've been working if i've been selling you cars you know if i've been your car guy for

the last five years i've been doesn't matter if i've been your logistics broker your pharmaceutical guy whatever guy for the last three or four years you probably wouldn't be saying let me think about it jordan you'd be saying you know just absolutely just let's get started right now am i right and when you say that 99 out of 100 will say yeah well then i would because what you're saying is true you know what you've done now is you've certainly broken it down so i understand you love the idea but you don't know me and

since you don't know me you really have no basis but trust me it's a very rational thing so you've reframed what their objection was they start off saying let me think about it and now you've got them to say without breaking rapport which is important right you've got them to say wow i love your idea it's great but i just don't know you that's the purpose of this loop so they've said i said yeah you know they say yeah i love the icing exactly it really is a great program in fact let me ask you

this if i've been your xyz guy for the last three or four years and every deal i put youtube you know one after the next f next everyone was a grand slam home run you probably wouldn't be saying let me think about it am i right and they'll say again yeah well of course then i would and for those rare birds that try to say well no that's not really true jordan i'm going to come at them horrors with everything i got i'll say wait a second john you need to tell me that if i

showed you winner after winner after winner everything i told you worked out perfectly and now i came to you with this opportunity you wouldn't be saying let's get started i mean come on john honestly and if you say it like that i'll say oh yeah well then i would and you say exactly so either way you always end up in the same spot which is exactly now that i can understand you don't know me i don't have a track record with you right now and then you say let me take a moment to reintroduce myself

and now you run your forrest gump pad and you say again my name is jordan belfort i'm a senior vice president or whatever your title is i pride myself on this and that whatever your credentials are what your values are how hard you work for your clients what you've done for other people just like them you're going to hold their hand every step of the way you'll be there for the long term so whatever the particulars are to the product you're selling the role you're praying the credentials that you have you're going to develop that

airtight beautiful forest scum pattern and then when you're done talking about you know how wonderful and trustworthy you are you're not going to ask the order because you still have that third 10 to go the company you're going to say and by the way as far as my company goes xyz company they are the number one providers of and then you're gonna resell the company with that pattern that hooks onto the forest scum pad and you're gonna highlight all the features and benefits and the reputation of your company why you're the best company out there

the biggest the best basketball respected whatever the facts are good corporate citizen blah blah blah blah great reputation customer service get highest satisfaction so whatever may be true about your particular company and then when you're done with that you're going to come into a smooth landing where you say so john why don't we do this let's get started right now again it's only a cash outlay of and then you go into your closing pattern which is going to always end with you asking for the order now for the second time so the first time you

asked for the order was when you got hit with an objection you deflected this initial objection you loop back you resell the three tens and now you come into this soft landing not like and john believe me you're gonna be you're saying john and believe me you're gonna be really glad you did this sound good and then you shut up that is your first loop you sold all three tens it always starts every loop starts with getting hit with a common objection you then in the first one you deflect it after that you'll start answering

objections using rebuttals that we give you right but it always starts by answering that objection looping back or reselling the three tens and then moving slowly but surely down the straight line and having a safe landing with a basic tri-tonal pattern as you close simple as that all right now here's the deal depending on what you're selling there's going to be slight variations to how you actually deploy this in the real world so in some cases it might fit perfectly where you know those questions those three questions in sequence like that will work just like

a charm in other situations like if you're selling the car you're not gonna say something does the car make sense to you so you're gonna be smart here you say hey so what do you think do you like to go you know what do you think does it meet your needs so depending on what you're selling you have to adopt and modify these patterns but it's really easy to do remember with the straight line system we're always being flexible there's this overriding you know principle that if it doesn't sound right don't say it like if

it's just stupid because of what you're selling doesn't quite fit into the mold just adapt it a bit pivot a little bit and use the straight line you're hitting those three tens it's crucial that all three tens get hit and you always end by asking for the order in no uncertain terms you don't dance around you don't just say well what are you gonna say here's what you should do and then you tell them what they should be doing to get started because that's what experts do you