Close the sale: the Wolf of Wall Street technique to sales skills mastery | Stefan De Vito | Skillshare

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Close the sale: the Wolf of Wall Street technique to sales skills mastery

teacher avatar Stefan De Vito, Sales trainer, keynote speaker

Watch this class and thousands more

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Taught by industry leaders & working professionals
Topics include illustration, design, photography, and more

Watch this class and thousands more

Get unlimited access to every class
Taught by industry leaders & working professionals
Topics include illustration, design, photography, and more

Lessons in This Class

5 Lessons (57m)
    • 1. Intro and the five rules of closing

    • 2. Bonus: PUA technique

    • 3. Asking for order - closing techniques

    • 4. The Wolf of Wall Street - big picture looping system

    • 5. The Wolf of Wall Street - detailed looping system

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About This Class

In this course, you are going to learn

  • Several techniques to close any sale in any industry

  • How to overcome objections and close anyone who is closable

  • Close anybody who is closable

This course is different because: 

  • First, you get access to the world's most successful closing techniques - from the Wolf of Wall Street to Grant Cardone

  • Second, these techniques have been revised, updated and tested to make sure they apply in the 21 century

  • Fourth,¬† the closing techniques are broken into the most digestible form: audiovisual maps, brainwaves, stories and practicals

Meet Your Teacher

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Stefan De Vito

Sales trainer, keynote speaker


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1. Intro and the five rules of closing : Once upon a time the dog ran into Monsieur and, um, assume was special because it had mirrors beside left, sealing the floor simply everywhere. The double run writing into the middle. And when he looked around, he saw thousands of talks around him. Onda. His instinctive reaction was to bark, he barked. He fledged his teeth and all the dogs around him. Fletcher titties. And then, as he got more and more scared, he got even more angry and wanted to show them to leave. And thousands of dogs showed him to leave. And he got so scared he didn't even know where to go with run because there were all sides . The next morning the guards came in and so adult, lying on the floor, lifeless and thousands of lifeless stocks around him. The poor dog has lost his life. And why? Because what he saw was not reality. But he choose to seed it that way because he didn't have acknowledged information, assimilated, trusting himself when you were closing somebody or attempting to close, you're in the mind plays a big role. If you think something is a lot of money, the person you're speaking to, things It's a lot of money. It's almost spiritual. Or maybe you think of it like that. But you bring across your fears and the things you hang up on. And if you get a certain objection again and again, guess what chances are you having this same kind of thinking inside of you and a way to handle this Objection. Your own objection right is to get clear with yourself on that topic. So if you know you think 50 years is a lot of money or whatever it is, you've got a handle yourself. You got up, you know, find a way for you. How you can say, Well, actually, it's not a lot of money. Maybe that's a comparison. But whatever it is, you need to figure it out so that you don't become this poor little dog. All right, now, before we get started here with the closing patterns, I'm gonna give you the except script here. I mean, it's almost insane. I give you an except script that you can use. It will only have to adapt it a little bit. Script to close, not a script to cold call. That's easy. But its crypt step by step too close. How does closing really work? Well, it's a game off raising certainty. So I'm gonna teach you techniques how to raise the certainty off the opposite person. And it's important to understand that certainly is not. The thing that just pops up is there, and that's it. But it's something that is moving in certain circles in cycles and encircles. And it's very important that you step by step, increase, you know, certainty. And it's so super important that you understand this and we gonna work here in cycles with you as well. All right now there are five rules off closing a little bit similar to the rules in selling , but a little bit different at the same time. And it's important for you to remind yourself, you know, every now and then off these rules so that you don't make the mistakes that come if you don't abide the rules. All right, let's get started. Lemma one. You gotta know that they can exactly you gotta treat them and know for yourself that this is a buyer. You're speaking to a buyer. It doesn't matter how lousy the clothes are or how little you think that kept the time or the money? You're speaking to a buyer. All right. Number two always always, always remain positive. Smile. It doesn't matter what happens to you. Just smile. Don't take it personal. Smile Number three. You want to acknowledge them and agree with them super important, Especially if they threw an objection your way. You cannot let it objective actually pull your But you need this objection to be just handled with a smile with an acknowledgment. You agree with them and then you go on. It's almost like a samarai fighter that gets, you know, hit on his left shoulder and uses that to turn around and move his right arm and hit back. That's what you're doing here. Super important as well. Now s for everything. And that's number four. You need to know that the sale is not finished unless you close. That's it. The sale has not finished a whole job that you did until this point is nothing unless you actually closed him. And sometimes that means. And that is number five. You need to find creative solutions care so much that you refuse not too close. And if it means that your company doesn't do payments or has a process in place that doesn't work. I don't care. You gotta find a solution. Service mentality in the clothes alone can make you close More than anybody else who doesn't know anybody anything about selling but who provides service and who knows that service. It is what it comes down to. If you have perfect service, you're gonna close much more. Hey, guys, leave by those five closing rules and you will be so much more effective with your script that we're going to develop in just a second. But before that, I want to tell you a few more things here. We're gonna go into a little section here on you will be surprised now but into the art off seducing women or man a pickup artists that are also relying on this fury of looping off cycles. And in the second instance, I tell you a little bit about Hollywood movies serious and how they build up there suspends , you know, basically creating addictive behavior. All right, guys, because this is important. Quick memory time. What are the five rules closing? Here we go. - Way , Way 2. Bonus: PUA technique: all right. Who if you knows what pickup is? I'm not speaking about a pickup car. I'm speaking about Pick up the art off, picking up women or man who knows that. So, I mean, this is something that came around probably around two thousands and is really the art off seduction, the art off, getting women to sleep with your toe like you in general. And I mean, there's been so much going on. I have a friend, actually who's really inter word, and it's pretty amazing because he's been in life, you know? I mean bad relationships all his life. Um, and he realized that it's on When he read a book, he got him self out. It took a few seven hours, and the guy was just on the phone with him yesterday. The guy slept with three women last week, just like that, Right? And it is an art, really. When you understand human psychology, then it is an art. But it is a human art in a way that works, and in a way, even though you cannot do the same thing in a sale cause you're trying to get them laid right. But in a way. The same applies for any human interaction. Also the sale. That's why I think it's good for you to know a little bit about it. I'm gonna tell you one technique here, off, pick up women either don't listen or do listen and do the same with men. There's no reason why this doesn't work with men. Maybe you don't Don't just want to get late, but what you want to do is you're gonna find the right one and use these techniques which are really, you know, in the interest good communication. I mean, it's not like you, you know, you pull a secret button and then fall in love. It's not like a perfume or some some weird shit. It's really just good communication. And, hey, if you have good communication, you have good value. People want to be around you, so let's get started. So the guy I'm gonna tell you about, you know, it's called me how confined a lot off videos on, even for free about YouTube, if you're interested to drill deeper. And he made up this concept off micro loop theory, it's basically a looping theory where you give value. You take back to value and you give a directive. So basically, give them something, something of value, some something that has to do with emotions, obviously. Right. So some comparison or something you say that has some value. But then you take it away to show this interest and give a directive and misdirection, which is basically a question they have to work for you. They have to tell you something, you know, from the past, whatever it is. And this this technique super easy to do. I want to get into it and you frame your communication. Is that that's why I'm doing it here for you, right? Because it's something that you can learn in everyday life. And once you get good at it and your communication goes like that, you're just gonna be so much more fun being around and also more interesting when you speak in a business context. So I'm gonna give you one example here. How to do this. Basically, let's say you standing in the bar just met this girl and found out that she's a nurse. Now, the value that you could bring is something like this. So you're one of the crazy emergency room nurses and just like yeah, I guess so. You're like, Oh, cool. But they would never worked with us. I hate suspense. And you say you hated you could even actually turn around. Just showed this interest. When you turn back around and just go like what just happened, right? And because of that, she was now very likely to follow your directive, which is we're just the craziest thing you've ever done. And you basically want to bring this to level. This was not just an example of you when I have more examples. I mean, this is not the purpose of this course. Just check out me. How or other pickup artists riel, social dynamics is to put my friend just read. You want to use these kind of things and you want to train in getting good at playing with , you know, value in playing with communication. And yet you wanna have fun and you wanna have other people to have fun as well? Try this out. Super super powerful on. Enjoy, because it's fun. Now, for those of you that are on moral side of said, it's really bad to do this again. This is just about improving your communications skills, nothing to be afraid off. Even you can do it. All right. Now, I want to give you a second example because if you think oh, it's a manipulation yes. Guess what? As soon as you switch on the television, you watch a movie. They are manipulating you is not just oldest story. All happened like that? No, it's perfectly framed in a certain way so that you are on it. You know, if you're watching, I don't know game of Thrones or whatever it is. Prison break. You want to know what's coming next, right? The suspense that created Guess what? There's a guy called Frank. She Marrow was actually, you know, being behind many off those serious, the latest serious that are so addictive. And what he's teaching is you basically create several frames off suspense in each in age story. So the 1st 1 will actually just start built a spans. And the moment when it's about to release the suspense and, you know we find out what happens is when he starts to second frame and he goes with the second frame, does the same cert frame and at some point, step by step or doesn't have to be like the 1st 1 for us to 2nd 1 first. But some off the frames you just, you know, opens up. He shows us what's actually happening, but at least one they're keeping, because that's the cliffhanger. The cliffhanger for what? The clipping off you to keep watching the next Siri's. And that's what you want to do in a way as well. You want to stay interesting it if you talk, think of it like that. Are you advancing in the sale right now? You know you keeping to move forward. Howard's too close. Or are you just talking? Because if you're just talking, chances are that there's no value in no direction, no looping, no way off, actually increasing the certainty other than you talking about why your product is so awesome. That's not about what, what what this whole thing here is about. I guess I hope this was a little bit inspiration for you. Next time you do watch a video, a movie or a serious pay attention to that so that you see that, actually, and this is going to help you, not just to become a better closer but to become a better writer. I've been a storyteller. Whatever it is that you're doing, apart from just selling and closing, so have fun doing this. 3. Asking for order - closing techniques: guys. I see many people getting this wrong, and if you don't want people off them asking for the order, in fact, it's insane to see how many people never ask for the order. Why? Because usually when you ask for the order, that's when you get objections. And people are afraid of objections because they don't know how to handle with them. So they beat around the bush. You know, they try to just send over something birth email and never ask for the order during the sales call. This is insane, guys. Don't be one off them. Hey, a pro with a pro. Ask for the order off course, and he would be confident doing that. Now, here's the three rules of how to ask for the order Number one asked directly. Don't beat around the bush Number two. Do ask, Don't just not asked like so many other people. Number three. After you asked for your order, Shut up and listen. Yeah, exactly. Because the 1st 1 that speaks after you ask for the order is gonna lose if you sugar coat. You know all his effort that you just put into overcoming your fear of asking for the order . It's for nothing, because it's almost like a social game at this point where they realize, you know, strong. And if you're not strong, they will not comply. Now, guys, I'm gonna give you nine ways off how to close somebody how to ask for an order in this whole program. You're gonna find a lot of other closes, right? If you go to the two books, etcetera. Now, if you say that's too much for you, you don't need all off them. Just focus on T's nine here. They're pretty short. Pretty simple to do. Very important, though, that you get the tonality, right. How do you close anybody? You come from up there from absolute certainty. You flip it into other sincerity. Believe me, John, and you flip it again into the reasonable man. Sounds fair enough. Wanna used externality for any clothes, no matter which one it is. All right. Now, many off these closes here are influenced either by Jordan Belfort, the wolf of Wall Street or Wall Street or Grand Cardone. So credit goes to them. I sometimes adapted a little bit, so if you're not a broker, you can still use it. And here we go with number one. Here is what I wanted to do. John. Pick up 5000 shares of X y said or, you know, go for the larger program. And believe me, you're going to be very, very impressed. Sounds fair enough again. Other sincerity, believe me. Sounds fair enough. Reasonable men. All right, All right. The next one is called a one shoulder close. There's two different ways actually to do that. Let's start with the first I John, you give me one shot here. And believe me, the only problem that you're gonna have that it didn't buy more. Sounds fair enough. Number two. Hey, John, you give me one shot here and 45 days to prove that this was the right decision. And believe me, you're gonna be a client for the next 10 years. Sounds fair enough again. I want to make use off this one shot. Everybody would like to give you one shot because everybody would like to have one shot themselves, right? It's almost like you know, I understand you don't fully trust me yet. We don't know each other, but just give me this one shop, alright? guys. The next one is the 1% close. And here's how it goes. Hey, John, you give me 1% off the confidence and trust and our earned the remaining 99%. And believe me, you're not gonna regret your decision. Sounds fair enough. All right, guys, Number four is called other people on the program close. And if you've watched the segment on cognitive biases, you will realize that this based on social proof And here's how it goes. Hey, John, if you're doing even have as well as the rest of the people in this program, you're gonna be very, very impressed. Sounds fair enough. Easy is that now what you want to do with this is you. When I adapted a little bit so that you don't just talk about the rest of the people on this program or the rest of the people who made this purchase, you actually wanna speak about the specific industry. And if you can't chop title, so the other analysts in the segment industry or whatever it is for you, right? The next one is called test us close and here's hot girls, John, work with us here. Testes one time and the results will speak for themselves. Sounds fair enough again. You want to show that you care. You want to use the sincerity that they can really believe and trust you, and then you flip it into the reasonable man. Sounds fair enough. All right, guys, the next one is on. Information comes from your original script from Jordan Belfour Wolf of Wall Street that they used in the boiler room. Now, you don't want to use this obviously in a negative way. But if you have integrity and you know that this product helps your customer definitely make use of it, here's hot girls and John, most available commodity anybody can offer you is information. I'm telling you that my firm sources and connections on Wall Street are some of the best on Dada and on the other, I can substantially increase your networks down the road. However I proposed, we were relatively small on our first trade. And believe me, the only problem that you're gonna have is that we didn't trade more. It sounds fair enough now. Obviously you want to adapt, Disclose If you know the broker, it is very easy to adapt it. So you don't speak about trading mawr or buying MAWR. You can speak about different programs, different sizes, different features and you know your sources and think the kind of connections that you have, especially if you have any kind of information products. That's really, really powerful now. Obviously, you won't say Wall Street if you're not on Wall Street, but whatever it is that you have good connections, all right, the next one that we're talking about here is very powerful one because it really flips Tiuna monologue that somebody's having now before making a decision. You know, they're negative voice in their head is basically saying two things. I don't make business with strangers or people I barely know or trust Number one and number two. I only make buying decisions if the value get out of it heavily outweighs the cost that I have to pay, and obviously this is not something they will tell you. But this is something that they're in a monologue or they're thinking, you know, maybe even not actively but subconsciously is telling them, and you want to interrupt them by asking them what's the worst that can happen, like literally you know, when you realize well, the worst that can happen is a little bit of money. But you know, it's not that bad. It all some changes this perception off, you know, off Schuler, do we don't up. So Jordan Bell for the wolf of Wall Street. Cost is it's lowering the action. Tresh hold. You know somebody who doesn't want to do something because they're not sure if you ask him , that question automatically lowers the action threshold. Here's how it goes. I don't let me ask you what's the worst that can possibly happen on this? I mean, let's imagine I'm completely wrong. And, you know, the program does not perform the way we both think it will. I mean, it's not gonna put you in a poor house now, is it? Probably says no. Well, And John, on the flip side, let's say everything goes fine. No, it develops the way we both think it will. It's not gonna make you the richest man on planet or eater right now. What does decision does too? John is. It acts as a benchmark for future business. It helps us build his relationship and you contest the performance you know, the percentage gain that you had. And let's say it does work out the way we both think it will. Just imagine all the freedoms that you're gonna gain by heaven to by having made the right decision. You know, the confidence that you gaining things that you can do with the money and most importantly , the time that this frees up for you to focus on what really needs your attention. Sounds fair enough. Now, guys, obviously you can adapt this one here. What's important is that you compare first. You know what's the worst that can happen? Namely, they're not gonna end up in the poorhouse, makes them juggle him. Realize well, it's not that bad anyways. Right. And you want to compare that to what they could gain out of it. And what do you sell me doing here? Was I first said it's not gonna make it the richest man on planet Earth either. Why do you say that? Because if you know those hard charging salesman and everybody knows off, um, they wouldn't say that, right? They would say, this is gonna make you a rich man. And this is great and blah blah, blah, and they won't buy this shit. You know, it almost fires off this instantaneous anchor. What is a Yeah, it's just trying to sell me now. You want to do that first, and it basically then goes under the radar. When then after that, you future paste and and you say Just imagine all the things you could do with the money, the confidence gains. I mean, here you can adapt it mawr to your specific product, right? But in general, what does a good decision making well, more confident. It gives you more freedoms. And at the same time, you get time off to do something else, right? So these are things you can always mention, but you can always adapted. What's important is poor house, richest man, and any future paste them. The next one is the second party assist now, especially for physical sales, where you in front of somebody and usually they're not alone, right of to buy a car, for example, there would be two people brother, sister, wife, a husband. You want to make use of dead because what happens very often is that the second person steps in the back when you're not there and said Now, don't take it. But it wouldn't say that in front of you. So you want to use the consistency principle that we talked about in the cognitive biases by boxing somebody and by letting them say something positive that they cannot backtrack later without losing face. And here's hot girls. Hey, John, disfigure, Considering what you know about the product, knowing your brother, as you know your brother, what advice would you give your brother about the purchase of this product and the fairness of two figures? Shut up like folders closes, right? You shut up. And very likely this person is not gonna be surprised a little bit, you know, almost called him out. But you said is with such sincerity and with the reasonable was the I really care tonality that you really you know, you really want to know you care. And you asking his opinion. And it's very unlikely at this point that the person will say no, don't do it. Don't buy it. I'm gonna, you know, say there's something positive. Yeah, it sounds pretty good or something along that line that then you can use and maybe you need to fall out with another close or, you know, again we present it will show you any objections that this person is having. And this allows you to actually, you know, handle their objectives rather than just a person in front of you. So you wanna handle both peoples objections? Because in the end, if one is not convinced, it's very unlikely that they make this decision because this person came along? Asked the adviser. So person who makes the decision? You know, they brought him along as their advisors, so off course they have to value their advice. It could work otherwise, but it's unlikely. That's why you need to take care of him as well. All right, and finally, this should only be your last resource. So let's say your door to door selling on Do you realize, you know, they almost throw you out of the door or let's say, you know, you're trying to be some of these broken. They've repeatedly said No, there's no way for you to get through. You can try this and it's called the apology close. That's right, the apology clothes and here's hot girls. Hey, John, I need to apologize to you. Let me ask you, Was this something that I did was just something I failed to do, and they're gonna be surprised. First of all, I was like, No, no, John, you know, 99%. No, no, no. Everything was fine. You know, you didn't do anything wrong, and then you say Great jump. Then allow me to get the product ready for you versus you having to go through this process again. Sounds fair enough. So it's almost enough. Almost easier. Last resource that you could use because it could, you know, also go wrong. If you already apologized, the conversation could be over right at this point. So very important for you also, that you have a sincere tonality that you were asking, You know what's there? Anything at a did anything that I failed to do. And you apologize for them? Try this out. It's very, very powerful. Oh, I almost forgot. Off course. We're gonna do the memory time. Now. It's very important for you to memorize these closers and to know them by heart. But with way 4. The Wolf of Wall Street - big picture looping system : Hey, are you excited? Because you should be, because right now you're going to learn in this segment how Jordan Bell for the roof off Wall Street is closing a sale. Are you ready enclosing? You need to raise certainty. Uncertainty about what certainty about the product. Number one yourself. You're the right person to do business with and number three, your company. And ideally, you get in on a scale from 1 to 10. You get them to a 10 10 and 10. But in reality, of course, that won't happen, right? So if you have a 999 that's totally fine. Usually, if ever 899 or 898 or even a 798 digitals would be fine. But for you, it's important that you don't make this mistake that many sales trainers make us. Well, they just tell you, Oh, here's what are you gonna say? You ask for the order and you ask for the order again, you know, and you say something else. The reason why this doesn't work is because it miss regards the fact that you can only sell and close them if the certainty is high enough to certainty on all three tens. Now Jordan Belfort uses what's called looping to make sure that happens now, what is certainty and how to create it? First of all, it's it's something that is not created just it once. It's not like a lightning struck you say something and all of a sudden like, Oh, I'm a 10 and a 10 and a 10 right now that's not gonna happen. But what is going to happen? Is it a step by step approach? So if you can understand and how do you do the biter tonality, right? If you ask them what they think about it and they're like, Yeah, I don't know, I don't know. You know, the tonality doesn't really say, you know, that they're super excited. But once you understand, let's say there are 666 and clearly you need to raise them higher, right? And if it is, yeah, that sounds good. Well, that was more now, like a seven or eight. Right Onda 10 would be Oh, yeah, Absolutely. Let's do it Right. So you see a little bit the differences here in tonality. Now, once you identify them, you can step by step raise it up. Jordan is teaching three basic loops. So in the first look, you know, you ask for the order, then you get probably an objection. Because in most of the cases, more than 90% of the cases they will not just by right now, even if you made a great presentation, because they still need to increase the certainty. So you get the objection. What do you do next? You deflect the first objective. If you checked out some of the other segments on objection handling the first way to deal with the objection you just deflected by saying I hear what you're saying. But let me ask you this Do you like the idea? That stadium like sense to you and when that happens, is that Yeah, idea makes sense, You know, You basically here from the tonality where are in uncertainty. And now you loop into the product. You can I'm gonna give you a few language patterns here. And from there you talk about yourself and your company. So, um, by that you have a low 10. Uh, all the tents covered, and then you probably here in the US for your again. You probably here in an objection again. You do the same thing. You make sure you talk about all these three things because right now, you're probably not 100% sure is just a company that they don't trust. Or is it you? Is that the product? If you know exactly which one it is. Okay, you can focus on one, but make sure that you still mentioned Yetta wants a little bit you don't want, you know, to increase your certain that there certainly about the product. But then to completely decrease their certainty about you, right? Anyway, so you represented again, again. You need a few language patterns ready for it. And then finally you do two more things which Jordan calls lowering the action threshold and increasing the pain threshold. In just a second, I'm gonna give you step by step, what exactly to say. But for now, it's important for you to understand. What does that mean? Now, lower in the action threshold number is the first. It basically means, you know, different people are quicker or slower in buying, right? Me, for example, If I like something, I just get it. Why? Because I have this instant gratification. I like to do good for me. I like something. I get it. And then there's people like my dad who would never just go out and get something without having done due diligence, you know, make a proper evaluation. So I needed What is it caused? Could to raise the money, all of those things. So he has a very high action threshold. And now what you want to do is you want to lower that action threshold. I'm gonna tell me exactly how you can do that. There's, you know, different ways to do that. And one main one related you can always do. And then the second thing is increasing the pain. If I or if you have a car breakdown in the middle of tonight, um, with all your family inside, let's say it's midnight. It's raining. Um, you definitely need need a mechanic right now. I need somebody to fix that so your pain is so high that you would be quick to call somebody right now. Conversely, if you have two cars, you don't really need that one car. You see that the car has a little bit of a problem sometimes, but not every day. You can anyways, take your other car. You probably just go to your one mechanic that you've always had all your life. Now, if you can create this urgency, you know that you would feel, um, when you in the middle of tonight, then you can increase this pain. And how do you do that? Well, in fact, finding in the beginning, off the sale they told you a lot of things that if you did it the right way to told you, what's the main issue? And you want to reintroduce this one issue into the conversation? All right, guys. Makes sense. So far, it's important that you understand for us the big picture before going into the details. If the big picture doesn't make sense yet, listen to this again and see you in the next segment. 5. The Wolf of Wall Street - detailed looping system : All right, number one, you're asking for the order. You can now building a script. Do it in any way. The way Jordan teaches you is this John? What I want you to do is this. Pick up 12,000 shares off X one set or if you don't have shares, you can talk about. Take the bigger program, whatever it's called you. Give me one, jot, and believe me, you're going to be very, very impressed. Sounds fair enough. You see the tonality I just used, You know, you start out in a certainty, but very important, you flip it into utter sincerity. Believe Mitchell, you're going to be very, very impressed. Sounds fair enough. A reasonable man in the end. This is how you ask for the order. Now, be prepared. In most cases, that will not buy right now. But it will say something like, Yeah, let me think about it. Um or I need to talk to. So until my CEO, my wife, whenever the objections, where it doesn't really matter, Andi, you gonna use now are off deflection, which is the falling. I hear what you're saying, John. Let me ask you this Does the idea. Make sense to you. Do you like the idea? And again, shut up right after each of these language patterns. You don't want to shoot the code. You ask for your order. You shut up. You used this deflection. You shut up and you see what they say. They probably say something like, Yeah, it's pretty nice, You know, I like the idea or anything around around those lines. It doesn't really matter what is saying right now, and that's the beauty of the system as well. But what is important is that you listen very, very carefully to their toe. Maliti. Their tonality accepted because what they're gonna tell, you know, you asked him how you know. Do you like the idea? You are telling you how high on the certainty scale they are and for, you know, you make a mental note when they say that sounds pretty good. That's probably 67 Sounds pretty good. Um, because you want to know now if they are very low, you probably have to re, um, you know, reintroduce a lot off value on product yourself and your company. It's already pretty high, you know, you can take it from there and increased the velocity. Basically. Now, why are you asking? You know, in that way why are you deflecting first and then asking them if they like the idea? The reason is, if you just if it didn't do that and you just tell them again you nobody product and about you or your company, you're breaking report. You're breaking it all because first they say, Yeah, I need to speak to my wife. And you just go on talking about your product or whatever it is. Come on. You know, if you just imagine a normal conversation somebody who does that it's a Turk. Right? So you don't want to be a jerk in front of them. And that is why you have to use this deflect deflection mechanism, Andi, from them from that. Now you can loop back into your presentation and the way to do that is the following. You say, Yeah, it really is a great product. In fact, wolf, the true beauties here is that and what's important here, You know, you just listen to their tonality now you want toe pace them. You want to match them a little bit with your tonality and then increases. So, ideally, you one notch more certain than them. You don't wanna be on 10 if they aren't five. If there at five. You want to be six, right? Like, yeah, it sounds OK then. You want to be like Yeah, exactly. Is a good it is a good product. In fact, let me say this one off. The true beauties here is that. And now slowly, slowly you increase it to a higher level and super important that you don't MySpace them here because if you again, if, you know they had five years. 10. You're breaking rapport from that now, in fact, you know, let me say one of the true beauties here is, you know, re present your products. So write down some off the language patterns that you need some off the really good stuff that shows that your product is really, really good. And from that now we're going into the certainty about you and the company and how to do that. So first of all, you would be saying, You see what I'm saying now, chum? You know, you just reintroduced the product. You see what I'm saying? You just want them to say yes, and then you move on. You don't ask for the order again now, Because what? You have not reintroduced yourself and your company, right? So you get that? Yes. And right away, you say. In fact, let me ask you another question short. If you and me have been working for the last three or four years if I had been your broker or again, if you're not a broker, if your mechanic whatever it is, right, you obviously adapted a little bit. You know, if I had been your broker for the last, um, 3 to 4 years, you probably wouldn't be saying, Let me think about it. If I had sold you three shares off, you know, X, and each of them doubled in value. You probably would say, Stephan, when can we get started? Now, would you? And now, in most cases, they will be saying, Well, then, yes, right. Or they will say, Yeah, probably something like that. Exactly. Not that. Understand, John, You don't know me, and I don't have to luxury of a track record. In fact, let me reintroduce myself. My name is Stefan. I've been with the company for the last four years. And now you're gonna talk about you know, any great things you did there. Any things that you know, one for your integrity, off dead things. So you can say some something like I am or aim for being one off the top sales people are. You know, if you know that salespeople a person, actually, you say a product wherever you are, right this year, and I won't get there by not providing the best service to my clients. In fact, my clients repeatedly mentioned the trust and confidence they have in working with me. And dead is my job building relaxed relationships for the long term. And from that now you switch into your company, right? So you can eat up, make this still a bit longer, you know, make some specific language patterns, but then you switch into your company and you say now and as far as my company goes X Y c company, we are one off there now. You want to speak about market? Lee died about trustworthiness. That you've been around for a long time. You really want to try to put a face to the company and also to the owner. So they need to understand that this is a company that is building relationships on long term integrity, whatever it is, right. And you wanna end your script here with a or your script off this one loop here with a strong future, pacing as if this client had already been a client for a long time, you know, benefiting in the way they're benefiting Time to save the money they make because of, you know, the freedoms that they gain. And from that You asking again for the order? And how do you do that? And, John, believe me, the only problem that you're gonna have is that you didn't buy more sums. Fair enough. And you shut up. You see what's happening, right? So you go through the product you ask, you know, it doesn't make sense. And also that you get an initial. Yes. Then you tell that story about you know, if we had been working together for a long term and from that didn't say and you know, as far as my company goes to really reintroduce the product yourself and the company and from that the future pace and then you ask for the order. Believe me, the only problem that you can I have studied didn't start earlier. Sounds fair enough. You shut up. You wait. What happens? All right, let's say you know, he buys now. Everything great, right? So you actually closed him or he doesn't buy or she doesn't by Andi comes up, most likely now with a different objective. So wouldn't stay with the same objection because it would sound weird after all, if you've done it the right way, Heywood's flip into a different objection. Let's say he said, I really let me think about it and now comes up with I need to speak to my life or whatever it is now again. In most of the cases, I need to speak my wife. My wife is just used as a smokescreen so that you know, you don't you cannot lock them down into buying. Now, what you want to do is you want toe increased uncertainty. And as Jordan teaches you here in this loop, you lower the action Treasure old. You re introduce pain. So you do five things right? You accompany your product or actually the other way around your product, You, your company and then you you nobody actually threshold and you re introduce the pain. Here's how it goes. So let's say he comes up with a different objection. Now, what you want to do is you cannot keep deflecting right now. You cannot say that you were just saying, but let me ask you this because it's weird, right? You're gonna break report. If you do that again, you can only do the deflection one time. So instead, you need a specific ends are to when he says I need to speak to my life. Now it's all of these other segments. You gonna find a lot off different modules off what you can say it. In fact, you know, the main reason forties is that you can use them right here. You know, when you keep getting three objection, not in the beginning, because you can always deflect the 1st 1 But right now you cannot deflected anymore. That's where used these kind of language patterns. So you need to make sure that you know, for every kind of objection of one or two or if you wanna be real mastering that a bit more off That gonna find a lot off them here. And from here, you say, In fact, let me say this, you know? So you say whatever it is, your hands are about the wife or whatever is. In fact, let me say this. And then again, you bring in the product bringing yourself and you bring in the company and on top of debt , you're not gonna try to lower the action trash old by saying something along these lines. I don't Let me ask you what is the worst that could possibly happen? I mean, let's assume I'm completely wrong. The product does not perform at all. I mean, it's not gonna put you in a poor house now, will it? He's probably gonna say, No, no, it's not gonna put me in for us. Well, on another flipside, John, let's say that the product does perform like both think it will. He's not gonna make you the richest person in the world either. Is it? Is it? No. Who's they, exactly? Now what this product us to is it act as a benchmark for future business for our relationship, John, and you can test me on dead alone. now your future based them. John. Let's assume that it does work out the way we both think it will. Let's say in two years from now. Imagine all the good deals we did together the freedoms that you got as a result of that, You know the time that you can spend with your family or the time. If it's now, it is just be to be a thing. Then you know, gonna talk about their family, right? But the time that you can spend on the really important projects that right now you have to prioritize Onda, of course, all the money you gonna make with that And from here, he's probably gonna say, Yeah, that would be good. But he might still, you know, still coming with another objection or still, you know, you could still hear the uncertainty in his voice. And so it's very important that now you also increase the pain. And how do you do that? In fact, it's very important that you have an absolute caring tonality. So if you tested this before and you're unable to be completely caring, a lot of people have problems with that, then don't use it because if you do, it backfires and big fast 10 times. Because then you come across this kind of sales person that you don't want to be so practice ideally right now. How is it to be very caring? You know, Imagine you have a really good friend who has a big problem, you know, coming like do this and do that right. You're gonna be very, very empathetic. Andi, use kind of this low, deeper, softer voice and at the same time, you asking them now, John, I know how earlier you've been saying how you know, um, the fact that Dada Dada was a real problem. Now, given the fact that things have only been deteriorating over the last 12 months, where do you see yourself in a year from now? And it's probably going to say something like, Well, at least it's not gonna get any better. Or, you know, the best would be that it stays the same, John. I get it. In fact, I've seen this happen again and again, and I know that these things usually don't resolve themselves. Now imagine for a second, John, if we could resolved, is one thing for you. you know, imagine all the freedoms you would gain and the money that you couldn't make your attention that could go toe old important projects. Basically, you want, You know, tell him. You know, if we could solve this for you, imagine what you could do with the time now you want to adapt, is right, depending on the problem that you're solving the solution that you having. And of course, what is important for him, right? If he's somebody who wants to get more stuff done, maybe that's one thing you want to say. If he's no very worried and, you know, and just wants this thing to be resolved, well, then, you know, you just want to focus on the fact that he has again, you know, a freedom off mind, our pace of peace of mind and these kind of things. Right? So you want to really use this right now, reintroduce the pain and now you solve it. Very many salespeople make the mistakes off solving it way earlier. Some of them even in effect, filing when you know the here the problem for the first time, and it would just jump on it and said Oh, we have a solution for that. You don't want to do that. And you probably didn't because you're in the closing section right now. But now is the time. It's really the big gun, the last piece of thing that you have to make this sale because you already talked about the product yourself infected several times by now. And now is when you know when you what The action threshold and increased the pain. Now is the time to ask for the order. One last time, as Jordan teaches it, you know, three loops. That was the last one. In theory, you could go on forever. You could if you have enough material, enough language. Parents. You could look back to the same thing again. You know, same thing for action, threshold for pain. But if you do that, you know, you have to be really skillful in doing so. So you don't just want to come across saying exactly the same thing, using exactly the same patterns, but in most of the cases is if, after all, you've just done, if you did it right, there should be a sale right now. And if not, you could think about? Is that really the right product, or are you completely broke? Right? It shouldn't happen to you because you should have weeded out that opportunity way early and the fact finding they have really no money or, you know, this is completely the wrong product. You made some mistake, so by now they should close. And if not, well, then it's time to hang up the phone and start calling somebody else.