Straight Line Persuasion Review (In-Depth) – Jordan Belfort Sales Course 2022

1. You can quickly build rapport by sounding and appearing like an expert. Also, "active listening" is when you make certain sounds as you listen such as "mhhmm", "ahhh", "yup," "gotcha"  this gives the prospect the ability to *feel* that he's being heard & understood.
2. Ask intelligent questions to gather intelligence (what are their pain points? Why do they want it? How long have they been wanting this?
3. Take control of the interaction. Keep them on the straight and narrow.

The "straight line" is essentially a way to visualise the sale. You can always move the prospect closer to the straight line until the sale.

You are always in control. If you feel that the conversation is drifting into Pluto, it's your responsibility to gently bring the conversation back to the line, to the pain points and back to product.

It's about being graceful, not pushy and without breaking the rapport.

This is done with your body language and tonality. Knowing your product well will also help you show that you are:

• Sharp as a razor
• Enthusastic
• You are an expert

This is how to elegantly distinguish buyers from non-buyers. There are 3 categories.

1. People who are willing to buy
2. People who are still on the fence
3. People who won't buy anything (or aren't even interested in buying)

This second group of people is the place where the money is made, as an expert salesman.

SLP stands for convincing this group.

It's not about convincing non-buyers to become buyers. They may not be buyers because:

• You don't need or want your product
• You shouldn't buy (because the product/service isn't right)
• Can't afford your product

The art of identifying non-buyers quickly, elegantly, and weeding them out from your prospects is the essence of The Art.

I can often spot a non-buyer in minutes or less, and it takes me 10-15 minutes to do so.

Untrained salespeople will continue to talk to customers for up to an hour despite all signs that they are talking to someone who isn't going to buy.

This is what Jordan Belfort and Grant Cardone were arguing about:

This podcast was not very clear for Grant Cardone.

He entered the room to argue with Jordan and fight with him, because his scientology doctrine of "ethics" states that you are not supposed to agree with anyone who has the background of Wolf of Wallstreet.

Grant has many good lessons to share, I believe. But sales is not one.

Jordan's sales training was much more practical and useful for me.

Grant is all about volume. Not strategy. "No interst is an interest" isn't really helpful for anyone.

Jordan is all about efficiency and increasing your sales potential. How to make more in less time.

Asking questions and listening are the keys to distinguishing buyers from non-buyers.

This is a key lesson in SLP, particularly for those who are selling phones. It is through the use of different tones that you can convey to someone subconsciously that you are an expert and empathetic.

We all have the ability to change the tone of our voices depending on what we feel at the moment.

It's about using different tone to communicate with your prospect. They will feel comfortable talking to you, and not like they're just talking to another salesperson.

These skills are important to learn so you can help someone overcome their limiting beliefs, and purchase something that will actually benefit them.

It is difficult to express tonality in writing...

Let's see Leo doing this in the following video. (FYI: Leo was trained for one year by Jordan, and these tonalities he's using come straight from SLP).

His sale begins at 2:47 and ends with "Hello John. How are you today?"

Notice the tone of "How are you today?" in your first few words. This shows that you are enthusiastic and having a good day. People are attracted to people who exude enthusiasm.

"You sent a postcard to my company several weeks ago, asking for information about penny stocks. It had huge upside potential , with very low downside risks, does this ring a bell?

Okay, so there are a few things happening here. Let me break it down

• Orange is a strong emphasis on the word "huge". You can sense Leo's excitement. This is a good example of how Leo reacts to the situation.
• Red means he said "Very few" with force and authority, which conveys an air of absolute certainty. Your tone is almost like saying "TRUST ME on that"
• Blue = "Does that ring an alarm?" Higher pitch, especially when the last word "bell", ends in a higher note. This conveys that Jordan is not concerned about the situation. Like this: "Hey John, I want to speak to you about X product. Got a minute?" You can raise your voice to end the "minute". You should be on a high note. It makes you feel disarming. If you end on a low tone, it's this stern voice that puts people at risk. If you keep your tone monotone, it will be heard by another miserable salesperson who hates his job but just wants to sell me something span>

"Ok John, the reason for today's call, it's perhaps the BEST thing that I've seen in 6 months. If you have 60 seconds, I'd love to share the idea.

• Purple is whispering or lowering your voice. It creates a sense of scarcity and causes prospects to listen harder. This is a common practice in Jordan.
• Red = back at the tonality absolute certainty. Leo even slaps both his hands together to emphasize, and Jordan is doing exactly that to create this toneality absolute certainty.
• Blue = Always end the opener with a upbeat, disarming tone. This is to make sure prospects don't raise their guards. You are asking the prospect permission to pitch to you at this stage. "Have you got a minute?" It's a great line to use in an upbeat tone because it sounds like "sure why not?" Everyone has a minute ..."

Leo is alternating between absolute certainty and scarcity tonality, whispering for the rest of the pitch.

Although there may be some exaggeration by Leo because it's a movie, it's still very accurate.

He is using all the tonality and body movements taught in the SLP.

This module teaches us that people will not buy into your goals but they will buy into your vision.

The majority of people don't have a vision of the future.

We want to be part of the vision when someone has a compelling vision.

Because he was visionary, the whole world believed in Steve Jobs.

Steve set out to make a difference in the world.

People who believed in his vision didn't have to be informed about every detail of the new product. They already had their credit cards ready for purchase.

It is crucial to know your why.

People want to do business with people who are capable of doing big things.

This is especially important if you sell higher-ticket items.

Although you can list the many benefits of a product to the prospect, he will also realize that there are still risks. He'll have to trust his instincts and pull the trigger.

Here is the place to make a sale.

This is how I would use this line for my digital marketing leads generation business.

"Listen John! I am going to exceed my promises because my plans for taking my business worldwide are to use referrals and the only way to do that is through my business. I know that I will make more money if I refer you more, but what I really want to build a long-term relationship with you and this market so we can both enjoy cocktails on Cabo's beach.

You don't always have to see a huge vision of changing the world, like Jobs. You can paint the picture of yourself wanting to be the best.

The client's vision is painted by you.

"Once this problem is solved, you'll be at Cabo beach with your spouse & children, mad that I didn't come to you sooner. "

His motivational coaching had this as one of his most memorable lines:

He is the ultimate emobiment in that line, not only because he was able to turn around his life from a very difficult place but also because he has had the privilege of coaching high school dropouts (who society would consider losers) how to become closer through SLP. This helped them to become millionaires.

Jordan speaks with a gift. His unconscious tonality and his style of speaking are a gift. This gift allows Jordan to sell at the highest levels. It is also the gift that Jordan uses to convince you you can achieve greatness.

Jordan is a motivational speaker who I think ranks right up with Tony Robbins. However, Jordan resonates with me more.

His way of enunciating his words and his tonality grip you and light a fire inside you. This was very important when I started my entrepreneurial journey in 2014.

Jordan convinced me that I could become a great salesperson if I improved my skills in cold calling and cold approaching business owners.

& I did.

Jordan Belfort, my mentor from the Lead Generation Coaching Program, had the greatest impact on my belief in my potential to be a successful entrepreneur.

To instill that belief, I spent hours playing module 5 repeatedly.

1. The art of sifting

• This is intelligence gathering. Don't try to sell the product right away. What prevented them buying?

2. The threshold for action

• The threshold at which a prospect will pull the trigger. Before they can make a purchase decision, everyone has a threshold. This threshold may be higher if they have had bad experiences in the past. SLP aims to present a logical argument why they should purchase, address their limiting beliefs and use language pattern and tone to make an emotional case for why they should buy RIGHT NOW.

3. Tipping the scales

This is a great way to visualise the straight-line sale. You're asking questions and digging for people's limiting beliefs.

Some people see the glass as half empty and half full. Prospects weigh the risk and reward of making a decision during your pitch. Some people are easy to sell because they are optimists who see the positive future.

It takes real skill to persuade someone to see all possible negative outcomes. Then you can methodically eliminate each one.

Before I go to the close, I love saying "before I talk on how you can get started. Is there anything else you are concerned about this product?"

I want to deal with objections before they arise.

"Well, I don't know if I have enough time to do this ...."

You must then elegantly address it. Continue this process until you reach the end.

Let's say that you've done all the above and they still don't pull the trigger. They're glass half full type of people. This is one of my favorite lines to use:

Let's suppose I'm wrong. If my product fails, will you be stranded ?...?

Let's suppose my product solves X for you. Your quality of life increases exponentially. You can spend more time with family and go on more vacations.

All I ask is that you give me one shot. If I get it half right, I will be very impressed. Is that fair enough?

4. The sales funnel

• If you are looking to make $200,000 per annum and earn $2000 per sale, you can determine your average closing percentage. It is possible to calculate how many calls you must make each day.

5. In 4 Seconds, Three Things

• Prospects will judge you in a matter of seconds. Start the conversation without being too excited, but with a firm tone that demonstrates your ability to be sharp as a pin and an expert.

This allows you to distinguish motivated buyers from those who are not buyers.

Before asking questions, get permission: "Just to better serve you, may I ask some more questions?" Or "Just to get to know you better so I can determine if this product is right for me, I'm going ask a few questions. Is that okay with you?"

First and foremost, I love to ask my customers why they want this product.

Which problems are they trying solve?

You can dig deeper and feel their emotions. "Man, I completely understand (empathetic tone). Let's say we can solve that problem for you. What would that feel like?

"How would your life look?"

I have more leverage the bigger the problem is.

If they are not telling me anything or seem completely unenthused, I will immediately qualify them.

"Hmm, I don't know. Based on everything you tell me, I get the impression that you don't really care about getting help .

You just have to wait.

If I see signs of interest in the prospect.

Next, I dig a bit deeper into my clients' financials but in an elegant way than "Hey, are you broke right now?" Do you believe you can afford it?

Because money is such a sensitive subject, you need to be more sophisticated and disarming. I love to dig into the prospects' career, where they are at the moment, and what they are doing. Usually, they will also tell me if they have any savings or if they live paycheck to paycheck.

I ask questions in a friendly, non-threatening manner. It's like having a friend who is curious and empathetic.

Here are some lines to use if you have any doubts or suspicions that the prospect may be broke.

• Are you ready to invest now in this product? Or is this something you need to raise funds?
• To suitability, what would your current financial position be right now?

Jordan will cover SLP principles in a corporate setting, where you are presenting.

These types of settings may have a longer sales cycle.

The buyer will need to be educated about the purchase, whether it is a large purchase of CRM software or equipment for a factory.

It is important to present a strong logical argument for why your product will benefit them.

Jordan insists on the fact that it is important to keep the conversation moving in a straight line, and to handle any objections that may arise using the loop. We'll be discussing this more soon.

When it comes to convincing someone subconsciously without getting them off guard, words can sometimes be everything.

Jordan discusses his top words that will allow you to escape with murder (as a Salesperson ).

These words can make a huge difference in how prospects feel about your pitch .....

Let's look at some of my favorite...

"Virtually"

• "Everyone succeeds with this program that is easy to follow"
• " Nearly Everyone succeeds with this program, which can be followed."

Only one thing has changed in the above two sentences is the addition of "virtually” at the beginning of each sentence. It makes a big difference.

The first sentence sounds almost too good to be true. Although you are basically conveying the same message, the second sentence feels more believable.

"Huge upside and little downside"

People imagine a positive future that is paced by their thoughts. Those who see the negative future are able to weigh the pros and cons.

If the product doesn't do what it says, I lose $X.

This is how you help them make their buying decision. There are many benefits, and even if the product fails, the downside isn't so bad.

"We hold you hand step-by"

These days, people want things done for themselves because most people are lazy.

"Please do not misunderstand me passion for pressure."

If you are really pushing for the close, but the prospect is not going to give up.

"I want to establish a long-term relationship"

Many people believe that salespeople only care about closing the sale. However, this sentence assumes that you are going to close the deal but that you also care about the prospect's results.

Jordan's signature close

All I ask is that be given one shot . If I'm half right, believe... you're going to be very impressed

Does that sound fair enough?

• Red = Tonality with absolute certainty and some force
• Purple = Reduces tonality to almost whispering, giving prospects a feeling of scarcity. This makes them lean in and pay closer attention
• Blue = Upbeat Tonality, The Reasonable Man Tonality, Subconsciouly communicating, "Hey, that's reasonable right?"

This is a sneak peek of what the master has to say about it.

Learning the skills of persuasion, closing and closing can give you a sense of self-confidence.

Because you feel that you'll always be financially okay, you begin to see the world differently.

SLP can help you maximize your chances of success, even when you have to sell your vision to others.

Jordan emphasizes the importance of ethics and SLP in sales, as well as shifting your thinking about it.

It is there to help people make great decisions. It's not to force someone to do something that could hurt them.

If you aren't working for a great company with great products, it's time to leave and find work at a company that is reputable and has a great product that you trust.

It's as easy as that.