• 1:00 – closing on the 5th time
  • 2:10 – SPEECH STARTS
  • 2:20 – Enthusiasm
  • 2:40 – “a sale happlens when there is a Transfer of Enthusiasm”
  • 3:30 – ‘Contained Enthusiasm’
  • 4:00 – “Ask expectantly” – (confident you’ll hear a yes)
  • 4:30 – Qualifying <–
    • 1. Do they need what we’re selling?
    • 2. Can they use the Product?
    • 3. Can they Afford the product?
    • 4. Do they Want the product?
  • 5:40 – Closing Techniques
  • 6:00 – Tension/ Buying Remorse
    • Fear of Failure / Fear of buying the wrong thing
  • 6:20 <— (let me think it over… leave me some material)
  • 7:00 – Fear of being rejected
    • 80% of calls get a no
  • 7:20 – “Be prepared to hear a no and continue”
    • -must let it roll off you back
    • realize a no, it’s not personal
  • 8:00 – final moments  sales resistance/ fear, get thru it as rapidly and as painlessly as possible
  • 8:09 – professional closer takes the person smoothly thru the close
  • 9:00 – #1 CLOSING TECHNIQUE

• 9:00 – 12:00 – Telephone Appointment Close
  • “How to get an in-person message
• You are telephoning to sell an Appointment, not your product <—
• “JUST 10 MINS of your Time” (a minute or so…)
• 11:30 – Good Prospects are busy
• … yes I would like to…
• 12:00 – send it in the mail…
• (False Time Constraint) … you’ll only be there for a short time…
• 14:00 – good customers are busy, but worth it
•  14:57 – # APPROACH CLOSE

15:00 – (front-loading a deal)

16:30 – you promised you’d tell me an answer one way or another

16:50 – #3 Demonstration Close

17:00 – “if I can show you the best ___ you’ve ever scene, are you ready to buy some _____” … are you in a position to buy today??

• -takes the focus from “can I present”, to …
• …What is it?? tell me about it?
• (basically constructing a question ahead of time to catch them at the end…)

19:13 – #4 HOT BUTTON CLOSE

• the old 80/20 RULE — 90% of the buying decision /10% — HOT BUTTON
• Keep pushing the HOT BUTTON
• Most Important featureon Prospect’s mind

20:00 – we find the prospect’s Fraudian Slip

• telling is not selling (asking questions)
• “this is what I’m looking for”

20:48 – Flower Tree Story (pushing the Hot Button issue)

22:07 – TRIAL CLOSE

• the check closes (check on em) – “fork in the road” Yes or No”
• Questions – you get feedback

23:00 – #6 Power of Suggestion Close

• Excitement is contageous
• “Boy, you’re really gonna love the___ when you ___”
• You talk to them like they’ve already made the descision to buy, and create little mental pictures in their mind. how they will enjoy it once they get it

#7 ASCENDING CLOSE

24:30 – yes yes yes close

• 26:40 – “would you like to take delivery right away?” yes
• presentation – that is well designed/ powerful

27:00 #8 – Invitational Close

• invite the prospect to make a buying-descision
• “Why don’t you give it a try” <—
• suggesting making the purchase descision is not a permenant thing
• why don’t you take it? (well sure why not…)
• how many do you want?
• would you like us to get started on
• this right away? (Whit-Label)

28:23 – #9 – Price Close

• price is NOT the determining factor <–
• PRICE SHOULD NEVER COME UP UNTILL THE END <—

31:54 – #10 – SUDDEN DEATH CLOSE

• the ultimatum close – 50%
• back n forth back n forth … (maybe yes, maybe no)
• be silent <—- WAIT <– (longer the tension)
• pressure of the silnce after the closing question
• BEST TIME TO MAKE A CLOSING PITCH is at the end of the PRESENTATION

33:37 – #11 – Sharp Angle Close

• close on the objection

---

34:19 – #12 – INSTANT REVERSE CLOSING

…

(I’ll finish this later…)

Topics discussed:

• • Intro to Straight Line
  • 1:30 – Ethics / his history

  • The System – Master the Art of Persuasion”

  • 3:00 – Setting the Goal: to become “Unconsciously Competent”

  • 3:30 – What is Persuasion?

  • 4:00 – that Voice in your Head

  • 7:40 min – [Module 1 Starts]
  • 9:00 – STRAIGHT LINE EXPLANATION

  • “GOAL-ORIENTATED SELLING”

  • … (clip)…

  • 11:30 Every Sale is the Same

  • Maintain Control of the Sale

  • GOOD STUFF (traits of a great salesperson)

  • 15:00 – Old Selling Model vs New Selling Model Chart
  • Mindest

  • 24:00 – Rapport (Great stuff)

  • Gather Intelligence <– ASKING QUESTIONS / being elegant

  • moving forward down the line of the sale

  • 29:50 – 3 TENETS of Straight Line

• 30:00 – BEST PART” Straight Line/ “Off into Pluto”

• 33:00 – 4 LEVELS OF LEARNING CHART****

• 47:45 – “The STORY you Tell yourself” <– Good

• lots more stuff…

Topics discussed:

• • • about BUYERS

    • “Looking for gold in the water (regarding buyers), not turning water into gold”

    • Who are the buyers? Who’s a waste of your time?

    • lowering their Action Threshold

    • Qualifying them (the buyers)

    • BUYING ARCHEOTYPES: (some are easy, some are hard/ impossible)

    • 12:00 “Keep your Powder Dry”

    • 13:00 (Some people have limiting beliefs related to buying)

    • 19:00 – FORMULA (commision) <– GOOD STUFF

    • The First 4 Seconds – establish instantly that you are:

      • 1. Sharp as a Tack  // expert (certainty, clarity, conviction, confidence, courage)

      • 2. Enthusiastic as hell (I got a great product),

      • 3. Figure of Authority

    • 34:00 – Tonality

    • 35:00 – Trust

    • …

Topics discussed:

• • • 29 different tonal patterns intro

    • Connect on Emotion (& logical) base

    • People will do business with people who care

    • Developing rapport

    • 3:00 – the emotion you create in the prospect / Tonality

    • Develop trust (during open, middle, close)

    • 3:46 — Tonal Patterns: [his live speech STARTS NOW]

    • 5:00 – Be extraordinary

    • How to create scarcity

    • Tonality (lowering, raising voice)

    • 8:00 – Capture someone’s attention in 4 seconds flat

    • developing the perfect script

    • 9:00 – FRIEND TO FRIEND

    • 10:00 – He STARTS THE SCRIPT

    • 11:00  – Hi! it’s John!

    • 13:00 – MISSION CRITICAL – ENTHUSIASTIC (I HAVE something)

      • excited/ upbeat

    • Mortgage Business Fortune to Jail WOLF Story
    • 16:00 – GETTER DUN… Do It Yourself (knockin on Doors story)
    • 18:00 – First couple of seconds / 1st impression (Mortgage/ re-financing pitch story)

    • 20:00 – The Art of Not Blowing It

    • 21:00 – I AM A FORCE!

    • 22:00 making KILLERS (on the phone)

    • “it all started with the 1ST WORD”

    • 23:00 – STEVE MADDEN STORY – VC

    • 25:00 – he went to jail (BE ETHICAL)

    • 26:00 – PITCH TRAINING w/ kid

    • 27min – lol “who gives a shit”

    • “infer a micro-agreement” (RIGHT!) <– UPBEAT works every time!

    • 29:00 – SECRET WEAPON – POWERFUL

    • 31:00 – TONE OF MYSTERY (hmm…) 32: 00 – GOOD STUFF

    • MASTERING THE ART OF TONALITY – become a Trained Closer

    • (4 Micro-Agreements in a Row) RIIIGHT? // ./  ..now if you recall …

    • Physiological Triggers that Trigger a Response

    • UPBEAT – 36:00 (SOUNDING LIKE THE EXPERT)

    • SHARP AS A TACK <–

    • 38:00 – BOOM! I’m on a RUSH

    • 40:00 – LEARN WHAT WORDS to GROUP TOGETHER “100% HOLOGRAPHIC MAGAZINE/ DVD ON STEROIDS”

    • DROP YOU VOICE – MOST POWERFUL TECHIQUES (IMPLY SCARCITY)

    • (DROPPING YOUR VOICE TO IMPLY IT’S A SECRET)

    • 41:00 – BEST PART – SCARCITY

    • SO MUCH POWER IN A WHISPER

    • (BOTTLED ENTHUSIASM)

    • 41:00 —- got a minute? (tonality) <– (asking for some time)

    • imply reasonabilities

    • 91% is Tonality (create image thru tonality)

    • 42:00 BOTTLED CHI – CHARISMA / TONALITY

    • 44 min – Transitioning – you are basocally “Managing someone’s Emotions””

    • ok GREAT! … transition down the line! (moving down the line)

    • 47:00 – 48mins – GROUPING WORDS TOGETHER <– SHARP AS A TACK

    • 49:00 RIIIGHT

    • 50:00 MONEY MATTERS / RICH IS GOOD

    • 51:00 – THE MOST DISEMPOWERING STATE IS POVERTY

    • 52:00 – LIMITING BELIEFS (GREAT STUFF)

    • MONEY IS BEAUTIFUL / MONEY IS ABUNDANCE

    • 53:00 lol – My wife doesn’t really matter

    • “CLOSING LEADS TO MONEY”

    • 54:00 –  goes over  script examples

    • 56:00 – MAJOR TRANSITION <– THE REASON FOR THE CALL (TONALITY DROPS)

    • (TEMPERED ENTHUSIASM)

    • (does “the perfect script” which isn’t a script 😉

    • SUPER SIMPLE – RAISING AND LOWERING YOUR INFLECTION of your voice – super powerful…

    • (SECRET WEAPONS)

    • RECAP- SUMMARY

    • 1:09:00 min – END

Topics discussed:

• • THIRSTY FOR A VISION:

  • SETTING GOALS: LOFTY GOALS

  • the ENEMY of GREAT is AVERAGE

  • have a compelling vision: example: “Our Vision is to have this epic skate magazine distributed everywhere, big and small“

  • 4:00 – VISIONARY (painting pictures in people minds)

  • have them buy into OUR GOALS/ -> OUR VISION <—

  • 7:00 – SHOULD (bad WORD) / MUST (GOOD WORD)

  • “WORDS YOU SAY TO YOURSELF ARE WHAT DICTATES YOUR ACTIONS <–“

  • (good stuff)

  • 10:00 VISION > GOALS

  • Greed is not good, Ambitionis Good, Passion is Good <—

  • 15:00 – he mentions Leonardo DiCaprio lol

  • 16:00 – The THREE PILLARS OF ANY SALE:

    • 1. THEY HAVE TO LOVE YOUR PRODUCT

    • 2. THEY HAVE TO TRUST YOU

    • 3. THEY HAVE TO TRUST YOUR COMPANY

  • 17:00 – BEST THING SINCE SLICE BREAD

  • PEOPLE BUY ON LOGIC? – YES THEY DO <–

  • 20:00 (HIS STORY ABOUT PORCHE)
  • 23:00 IMPORTANT LESSON about people who buy quick and the sales person not understanding it

  • you have to make a AIRTIGHT EMOTIONAL CASE, AIRTIGHT LOGICAL CASE

  • 26:00 – using language patterns / don’t force Sale

  • (run a movie in their own head… how will it make me FEEL)

  • 27:00 – CREATE a FUTURE CASE (Create a PICTURE in their head about the Future)

  • “How they look in the eyes of their family, their neighborhood… the power they make from making a good decision is awesome”

  • 29min – Implying you care with your tone

  • Keep the System Simple <–

  • BODY LANGUAGE
  • NO PINKY RINGS (drop closing rates 50% )
  • GOATEES can be a problem
  • Handshakes – Neutral Handshake [Cooperation Hand Shake] (best) (no aggressive handshake) they will not buy from you
  • 44:00 Wrapping Your Package – Clothes / Dress for Success
  • (selling face to face) / maintaining eye contact /
  • 49:00 Mirroring / Matching / building Rapport (tone)
  • NOW go TAKE ACTION
  • 53:00 – End

Topics discussed:

• • • INNER-GAME / mental / conditioning your mind
    • DON’T Live in the PROBLEM, instead, live in the SOLUTION
    • DESTRUCTIVE WORDS: “Should” & “Problems”
    • REFRAMING <— MOST IMPORTANT

• • • 3:00 – His Live Speech Starts
    • (mindset talk)

    • 7:00 – Should

    • 7:10 – PROBLEMS

      • CHANGE THE WORD “PROBLEMS” into the WORD “Challenges“ / Obstacles <–

    • 13:00 – HELICOPTER STORY

    • 14:00 – What you focus on, you crash into it

    • (LOOK AT THE GOAL, NOT THE PROBLEM)
    • 16:00 – don’t become a GIANT CRAP MAGNET
    • Don’t Focus on your problems <–
    • 20:00 State Management

• 3:00 – Live lesson starts
• 11:00 – ask questions/ let him speak … (keeping your powder dry)… let him speak…
• 12:30 – discussion about Action Threshhold (below he won’t buy/ above he’ll buy)
  • the buyer’s belief
  • Identifying his emotional wants. physical needs (developing massive rapport)
• 13:30 – Ask Questions / Listen <—- let them speak
• 15:00 – each question has it’s own tonality
• 15:30 – asking one way vs another way…
• 17:00 – off the line, direct him back to the line… with tonality
• 18:00 – about your own body language / find your gestures
  • -setting anchors for you gestures
• Questions… tonality… gotta nail it
• 20:00 – mentions minimizing
• 21:00 – Ethics
  • a. product is right for buyer
  • b. the prospect can afford your product
    • Bad Data – his story about not closing, because he didn’t qualify his people
• 22:30 – Ethics
• 24:00 Transition
  • “well based on everything you just told , the program is a perfect fit for you”
• 25:00 – after listening, we go for a close – WE ARE EXPECTING OUR 1ST NO
• (example close: what do you say? you wanna buy a box?”)
• “LET ME THINK ABOUT IT” – LOOP BACKWARDS
• 27:00 – he says no, you perk up… you’re expecting it
  • RUN your 1st PATTERN: “PRODUCT IS THE BEST THING SINCE SLICED BREAD”
  • do not answer his objection, put it off to the side… deflect it (no matter what he says here)…
    • “i Hear what you’re saying, but let me ask you a question… does the idea make sense to you? you like the idea?”
• 31:00 – LOOP BACKWARDS (do not keep going foward, now reSell your product<–)
• certain amount of time to pick the combination lock
• 2nd Pitch is more goal orientated…
• 32:00 – 1st look
• 33:00 – go to 2nd loop
• 33:30 – he does tonality training with person
• 36:00 – don’t break rapport
• 37:00 We associate on commonalities / Join clubs
• … based on what we have in common
• 39:00 – LINE DRAWING… Just like you… or wish I can be just like you…
• never fall out of rapport
• 40:00 – FUTURE PACE (in your script)
• (Virtual Guarantee!)
• 42:00 – DON’T SOUND LIKE YOU’RE READING FROM A SCRIPT <—-
• 43:00 – NO BIG DEAL tonality qualifying people on money
• they can see you thru the phone via the tone
• I AM JUST LIKE YOU AND I CARE (and I’m an Expert + Trustworthy)
• in Rapport he entire time opening, middle closing…
• 57:00 alter your response to match his response (MATCH his )
• phase 2:
• phase 3: CONSCIOUSLY COMPETENT
• phase 4: UNCONSCIOUSLY COMPETENT
• 1:00:00 disarming tone
• 1:04:00 casualness – be perceived as a friend
• TRANSISITON…
• 1:06 – tonality “seems like a perfect fit for you”
• 1:07 – Tonality – Authority to Empathetic…
• 1:09 – TIME IS MONEY
• 1:12 he talk about MASTERING THE ART OF READING OFF A SCRIPT WITHOUT READING FROM THE SCRIPT
• 1:13 practice
• 1:14 he ends

• 0:00 – intro… BOXING THEM IN TO THE SALE
• 1:00 – never box them in unless your product is best for them
• 2:00 – mention of Loops
• 2:30 starts
• IMPORTANT TONALITIES:
  • SCARCITY / SECRET
  • CERTAINTY
  • DISARMING
• 3:00 – Tonality talk
• 4:45 draws on board
• … reasonable tone when closing
• close with a no big deal tone <—
• 6:00 – talks about an anchor fo Certainty (Pavlov’s Dog)