hey Jordan don't fall here and it is whiteboard Wednesday and the topic for today is a really really awesome one it's actually the basis for the entire straight line system so the topic the title is called the straight line syntax and just so you know I never really teach this publicly like this yeah but I thought it'd be good to just do a an overlay like just you know one big you know kind of you know big picture view what the syntax of the straight line is originally I was gonna do body language today but I decided to put that up to next week because I just had this sort of you know this last second idea that if I could give people a big-picture overview of how the straight line works that would just give the massive value because you don't give me so much content right I'm like with my daily motivations and my weekend intensive is right so I figure it to be a good thing for everyone to see you have a good idea of how the straight line works so here's the deal ready
there's an overarching concept that really guide the straight line also was what really inspired me to create this straight line and that concept is that:
"Every sale is the same and when you first hear that every sales the same."
It kind of defies logic it defies sort of you know you know intuition the sense of why wouldn't every sale be the same every sales different then people have different needs different values different beliefs different paint points they come in with different experiences right so how could every sale be the same and
when I first said that it was about I think it was 1988 it was a Tuesday evening and I had my 12 brokers and guys don't you get it every sales the same and they like wad Rachelle's knots and like guys every sales the same watch it's a straight line and I drew the straight line in the board and that was how I invented this system that became to be so well known and revered around the world it's made so many people into millionaires right and let me explain
there's so many reasons why every sale is the same and it's why I'm able to always close the highest level and it's why I've been able to take people who really don't have any natural sales ability and turn them into world-class closers because I show them this sort of shift in perspective for all communication whether it's selling negotiating just interpersonal communications between you know people the opposite sex or same-sex with it you know in any situation of influence and I call that goal-oriented goal-oriented communication so in those cases versus random conversation every sale is the same to someone like me who's a natural born closer and every other natural one closer we have this it's a god-given gift on nature's ever you believe right but what happened is my brain is ordered in such a way where it all makes sense to me it from the literally the moment I step into any situation influence its sick oh it's it's almost only before it starts cuz my brain instantly orders it along this line I have in my own minds when I was doing I have to sort of open a close and these different steps along the way and I'm able to make every sale the same and that's what every great closer does so whether they know it or not they're using the straight line system in other words
what the straight line really is it's essentially the step by step principle that allows people to be world class closest everyone who's a world class close a natural pool closer they're using the straight line whether they know it or not all the straight line system does is it actually takes what all great salespeople do and turns it into a very simple and easily learned strategy and that's the key because we have a strategy you can transplant pit in someone or transfer it to someone else right and bam they have massive results so there's many reasons why every sale is the same I'm gonna give you one of them right now in the overarching reasons which is called your straight-line syntax and fintax is simply a fancy word for order so syntax is the emerges back when I was in college it's a scientific term I was a biochem major right the syntax is the order in which you go about doing something so when it comes to sales and persuasion we talk about the sin that's it's the order in which you go about creating certainty in other words
what you're doing when you sell when you persuade is you're essentially taking someone from a relatively low level of certainty and making them incredibly certain so you're essentially transferring your certainty to that person
the way we do that with the straight line system is through a series of defined steps and we execute those steps in the same order or same syntax every time so I'm gonna do now is I'm gonna hand you the straight line syntax as a big-picture overview of how the straight line works so watch we just take this paper all fiercly fresh here's the way it goes
Step #1
step one of the straight line syntax is that you must take immediate control immediate control of the sale in other words what we do with the strings and I take it into the house again I've done that in other lessons and in my other stuff I'm just giving you the big picture of you but you must take immediate control of the conversation of the encounter this is true of sales persuasion negotiation and we show you how to do that with the straight line but the point is is once you take control and just to give you a big picture it's by being perceived as an expert and sharper on the pole and in those situations people will essentially hand you control because you're you're an expert in the presence of an expert we tend to cede control of something right we say okay they're the expert let them guide us that's what we do in addition this Liepa could do that right so that's step one you must take immediate control in the first few seconds of the encounter and the reason that's so important is because that allows you then to execute step two in the syntax is to gather massive intelligence you gather intelligence and the way you do that is by asking smart questions in other words if you are not in control you would be unable to ask questions you get it you'd be interrupted they'd be asked you questions in a different order though there are certain things you need to know when you're trying to close you know what that pain points are their needs their values on a financially qualified unless you can ask them questions you're screwed you can't close anybody and this is one of the biggest mistakes people make when they use the straight line is when I say take immediate control it's not so you can talk talk talk I'll talk it's so you can start asking questions in a certain order in a specific way and you can find out everything you need to know to see whether a the person's qualify and B give you the tools you need to close the sale now when you ask those questions however you must ask them in a very certain way using certain tonality and body language so that when they respond to you those before you ask them and when they respond to you you end up simultaneously building massive rapport the secret to rapport building with the straight line is it happens simultaneously with gathering intelligence in other words you ask questions in one way and they're like oh this guy's are like the grand inquisitor the only way so many nosy questions or you could ask them in another way where you come off as the family friend the trusted adviser the physician who's trying to cure them that's what an expert does he ask smart questions because he needs to have certain information to see whether or not he can help you and if so you know which switch essentially solution applies to you you have to ask questions right so with a straight line these first three steps they always happen in this order if you don't do this first you can't do these two and if you don't execute this in the right way using the right tonality in body language then you'll be out of rapport and viewed as the grand inquisitor and you have no shot of closing so that's your first three steps your fourth step of the straight line is you need to have a transition in other words when you are done asking all the questions you want to ask the ones you have to ask you know everything you need to know you're now an ultra tight rapport because you've asked your questions using the right tonality 's the right body language and you've listened intently so they're like wow this person really cares about me they're listening to me they understand me they get me which is the basis of or poor you've now put yourself in perfect pole position to now close the sale so you have this transition which is as simple as you know Jill Jim John Joe you know based on what you said to me this is a perfect fifth you let me tell you why you know based on I ask you questions and based on how you responded here is the solution and your solution is represented in Stage five it's that five which is you make your straight line presentation you make your presentation and your presentation consists of essentially why all the features and benefits most importantly of your product or service and why it's gonna solve the problems we've uncovered during your intelligence gathering phase and there are certain rules that we use for the straight line to make our presentation to make sure we do it in a certain way in a certain format we focus on certain first things first right can't get into it right now not enough time but the point is notice that we always have executed or steps in the same way we don't just make the presentation we found first taking control gathering intelligence you see so the steps the order is crucial it's like when you bake a cake if I was to give you sugar flour water vanilla extract two eggs butter flour right and said go ahead bake the cake you need one cup of this you'd say how the okay what do i do first what comes second well if you put the butter in before yet you're screwed same thing with the straight line in any strategy it's not enough to know the steps you must know the syntax or the order of the steps that leads me to step six at the end we always ask for the order for the first time in other words at the end of the presentation you ask for the order and there are certain rules for that as well but if you notice how it's always gonna be the same you're always gonna ask for the order for the first time at the end of your presentation after you've done these things okay so let me rip this page down well everyone take a quick look whoops okay now we go to step number seven which is where we're gonna get hit without first objection right you asked for the order for the first time what can they say they could say yeah let's do it which is the perfect lay down sale no objections doesn't happen that often they say nah don't want it that's very rare too because remember you ready been through your intelligence gathering so you've probably weeded those nose out already well you certainly should have different training right did I do and then most of time so you get the maybes and maybe is all the common objections let me think about it let me call you back bad time of year right and for those we engage in a process called deflection in other words the first objection we never deal with it head-on because all objections are or smokescreens are more uncertainty means someone is not certain about something so rather than saying I don't like your project I'm not sure about you they'll say oh it sounds good let me think about it so rather than doing that we engage in a process called deflection where we say I hear what you're saying but let me ask you a question it doesn't feel like the end make sense to you do you like the idea in other words we took an objection and we did I hear what you're saying we're in rapport but let me just ask you just do you like the product do you like the idea does it make sense it does it does it does it do you see what I see that's the first step then from there we run our first looping pattern it's as it's called and the reason we call a loop is because remember we're working with a straight line right so this is your open this is your clothes right you asked for the year you do your first four seconds right here you asked for the order here you made your presentation here so when someone you asked for the order they say let me think about you're here you'd actually have to loop backwards into the sale and we present in other words when you gave your initial presentation here they're still not certain if we have to raise their level of certainty the way we do that is through these looping patterns so that's step eight and at the end of our looping pattern okay we're going to ask for the order for the second time so a loop always ends with you asking for the order right then we want to step number nine which is going to be where we lower their action threshold in other words for the people remember you asked for the order that's on me right this better I have terrible hair on a threshold okay so remember when you asked for the order the second time they could say yeah let's do it they could say no I want to get off the call or I'm leaving your office right what they could just give you another objection they'll switch hop to a new objection which is very common in that case we're gonna run another looping pattern here again I can't get into that right now but before we ask for the order again we're an avid at engage in a process called lowering their action threshold and what that means is that every human being to fly to okay every human being has a certain preset level of certainty that they need to be at in order to be comfortable enough to say yes in other words me I'm a sucker I'm an easy buyer I love to buy right you don't have to get me so absolutely certain to get me to buy if I'm pretty certain I'll buy so that's called having a low action threshold then you have people like my father who's so hard to sell to toughest not the crap for a Salesman before my father buys he has to be absolutely certain damn sure of it right he has a high action threshold well what happens if you move someone down the straight line you'll notice sometimes that you have someone that is very very certain and you can tell because they sound certain they're acting certain they're like saying oh yeah love your prize oh you're a great printer they give you all the signals but they still won't buy right the reason is because they have a very high action threshold the beauty by the way the secret sauce to the straight line the Baptist's back up when you're overcoming objections and closing write the sacred source is learning how to lower the action threshold and with the straight line system we have a very powerful one of the prime most powerful inventions I'm a with the straight line it's learning to lower someone's action threshold using a very simple seven word language pattern that starts the pattern okay once we lower their action Thresher we ask for the order again then come step number ten which is if they still haven't bought wagon out low with their pain threshold pain threshold means that when we remember our earlier steps they're right here right number let's see number three - we gather intelligence right well guess what one of those things that we gathered was where does their pain lie at the end of the day that's the secret to closing the top for sales when you know what someone's pain is you can then apply that pain and what it does is it actually makes them lower their ownafter trishul when someone's in pain they act no matter what that's the difference so we we we hold that pain in harness we don't solve it too quickly but if they still abort then we actually raise up their pain threshold and bam that's when every knees early steps everyone's gonna buy is pretty much gonna buy now there are additional two steps here you can run more loops in other words they still report you can work you can do the project again one more time roll over okay you do one more time but the last point I want to make here is creating customers for life and what is that well here's the deal this is very important a very different set of rules applies once you've closed the deal is how do you take a customer that's a one-time first time constant and make them into a raving fan who buys for you again and again and again give you massive referrals that's the key it cost us so much money and takes so much time to get one customer that when you get them you don't want to lose them so we have all these different rules and principles and strategies that we teach you with the straight line that essentially maximize your ability to take every person who comes into your this was in your funnel now is your client and turn them into a long-term client advice again and again and again and refers their friends so altogether we have those 12 steps that's your straight line syntax and again now on this weekend I'm gonna have my Saturday morning training it's gonna be an awesome one I'm gonna be talking about body language and by the way if you don't know anything about to so you really have been taught this is the highest level I'm telling you body language is literally a game-changing principle now there's when you're in front of someone how close you stand to them how you sit in your chair how you make eye contact how you show kids what you wear what how much facial hair you have how much jewelry whether you never your eyes are open wide whether you lean phone your chair and emotional back with logic there are so many rules and these are powerful and they really cut to the heart of two things number one getting into rapport with someone and number two transferring certainty which is the secret to closing sales so again that training by the way and you're gonna be getting guess what I'm starting if this is the first time ever I'm done with that this are using a free trial so this is a see this is a paid training I do want on Saturday mugs I don't do webinars where it's and it's like oh I come at 10:00 my free webinar and I'll waste your time for two hours teaching you nothing and I'll sell you some at the end and try to make a lot of that's not what this is my best Trey one hour of corporate style training where you learn a specific skill on a deep dive level in other words I go into one skill deep this weekend I do it every weekend it's gonna be on body language and I said I want to do these I have millions of people on these things right and it's a plane training I'm charged you ready for this a dollar ninety-nine one dollar nine seriously I wanted to price these things at a level where I could have millions of people all over the world so part of its because I was so incensed with these free webinars where you stick my toe and you know there's got to be a better way I'm gonna do paid training some people want to learn something they don't have a resource they can go towards only about learning you never gets old to and you learn the best content out there so that's Saturday morning I hope you enjoyed this video share it with your friends this is a really important big-picture overview and it really gives you the context from which you begin the journey of being able to close anyone who's closeable negotiate like the pro share your vision for the future with your employees your staff your children your spouse and your significant other seriously the ability to communicate your messages everything in life this is the beginning of your journey I love you all and hopefully I'll see every one of you Saturday [Music] you