Speaker A
Hey Jordan, don't fall here. 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.
Learn the Straight Line Syntax, a proven sales system to close any sale by taking control and building certainty.
Key Takeaways
- Every sale follows a similar process regardless of product or customer differences.
- Taking immediate control of the sale is crucial for successful closing.
- Building rapport and gathering intelligence should happen simultaneously.
- Transferring certainty to the buyer is the secret to closing sales.
- The Straight Line system breaks down natural sales skills into a teachable method.
Summary
- The video introduces the Straight Line Syntax, the foundation of the Straight Line sales system.
- Every sale follows the same underlying principles despite different customer needs and experiences.
- The system helps transform people with no natural sales ability into world-class closers.
- Sales success is about transferring certainty from the seller to the buyer through goal-oriented communication.
- Step one of the system is to take immediate control of the sale by being perceived as an expert.
- The Straight Line system involves asking questions in a specific order to qualify prospects and build rapport simultaneously.
- The system simplifies what great salespeople do naturally into a learnable process.
- Rapport building and transferring certainty happen simultaneously to close sales effectively.
- The Straight Line Syntax is about the order and method of communication to create certainty and close deals.
- The system has helped many people become millionaires and is taught through Whiteboard Wednesday sessions.
Chapters
- 00:00Introduction to the Straight Line Syntax
- 01:19Big Picture Overview of the Straight Line System
- 02:51Why Every Sale is the Same Despite Differences
- 04:18Transforming Non-Natural Sellers into Closers
- 05:49How the Brain Orders the Sales Process
- 07:14The Straight Line System Explained
- 08:36Definition and Importance of Syntax in Sales
- 09:57Step One: Taking Immediate Control of the Sale
- 11:02Being Perceived as the Expert
- 12:12Asking Questions in the Right Order to Qualify
Full Transcript — Download SRT & Markdown
Speaker A
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
Speaker A
And just so you know, I never really teach this publicly like this. Yeah, but I thought it'd be good to just do an overlay, like just, you know, one big, you know, kind of, you know, big picture view.
Speaker A
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
Speaker A
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
Speaker A
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
Speaker A
if I could give people a big-picture overview of how the Straight Line works, that would just give massive value because you don't get so much content, right? I'm like with my daily motivations and my weekend intensive is
Speaker A
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
Speaker A
right. So I figured it to be a good thing for everyone to see, have a good idea of how the Straight Line works. So here's the deal. Ready? There's an overarching concept that really guides the Straight Line. Also, it was what really inspired me to
Speaker A
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
Speaker A
create this Straight Line, and that concept is that every sale is the same. And when you first hear that, every sale's the same, it kind of defies logic. It defies sort of, you know, intuition, the sense of why wouldn't
Speaker A
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
Speaker A
every sale be the same? Every sale's different. Then people have different needs, different values, different beliefs, different pain 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
Speaker A
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
Speaker A
1988. It was a Tuesday evening, and I had my 12 brokers, and guys, don't you get it? Every sale's the same. And they were like, "What? Rachelle's nuts." And I'm like, "Guys, every sale's the same. Watch, it's a Straight Line." And I drew the Straight Line on the
Speaker 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
Speaker A
board, and that was how I invented this system that became 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
Speaker A
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
Speaker A
it's why I'm able to always close at 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
Speaker A
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
Speaker A
in perspective for all communication, whether it's selling, negotiating, just interpersonal communications between, you know, people, the opposite sex or same-sex, in any situation of influence. And I call that goal-oriented, goal-oriented communication. So in those
Speaker A
straight line works so watch we just take this paper all fiercly fresh here's the way it goes 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
Speaker A
cases, versus random conversation, every sale is the same. To someone like me who's a natural-born closer and every other natural-born closer, we have this. It's a God-given gift, or nature's, ever you believe, right? But what happened is
Speaker A
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
Speaker A
my brain is ordered in such a way where it all makes sense to me from literally the moment I step into any situation of influence. It's sick. Oh, it's [ __ ]. It's almost only before it starts because my brain instantly orders it
Speaker A
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
Speaker A
along this line I have in my own mind when I was doing. I have to sort of open and close and these different steps along the way, and I'm able to make every sale the same. And that's what every great
Speaker A
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
Speaker A
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 closers. Everyone who's a
Speaker A
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
Speaker A
world-class closer, a natural pull 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
Speaker A
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
Speaker A
strategy. And that's the key because we have a strategy you can transplant, put 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
Speaker A
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
Speaker A
you one of them right now, the overarching reason, which is called your Straight Line syntax. And syntax 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
Speaker A
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
Speaker 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 syntax. It's the order in which you go about creating certainty. In other words,
Speaker A
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
Speaker A
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
Speaker A
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
Speaker A
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 what I'm gonna do now is I'm gonna hand you the Straight Line syntax as a big-picture overview of how the
Speaker A
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
Speaker A
Straight Line works. So watch. We just take this paper, all fiercely fresh. Here's the way it goes. 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
Speaker A
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
Speaker A
the Straight Line, 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
Speaker A
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
Speaker A
true of sales, persuasion, negotiation, and we show you how to do that with the Straight Line. But the point 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
Speaker A
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
Speaker A
those situations, people will essentially hand you control because 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
Speaker A
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
Speaker A
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
Speaker A
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
Speaker A
the syntax, which 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
Speaker A
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
Speaker A
interrupted. They'd be asking you questions in a different order. Though there are certain things you need to know when you're trying to close, you know what the pain points are, their needs, their values, and if they're financially qualified. Unless you can ask them
Speaker A
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
Speaker A
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. When I say take immediate control, it's not so you can talk, talk, talk, "I'll talk." It's so you can
Speaker A
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
Speaker A
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 qualified, and B, give you the tools you need to close the sale. Now, when you ask those questions,
Speaker A
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
Speaker A
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.
Speaker A
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
Speaker A
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 like the grand inquisitor, the only way, so many nosy
Speaker A
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
Speaker A
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 asks smart questions because he needs to have
Speaker A
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
Speaker A
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 the Straight Line, these first three steps always happen in
Speaker A
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
Speaker A
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 and body language, then you'll be out of...
Speaker A
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
Speaker A
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
Speaker A
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
Speaker A
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
Speaker A
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
Speaker A
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
Speaker A
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
Speaker A
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
Speaker A
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
Speaker A
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
Speaker A
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 [ __ ]
Speaker A
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
Speaker A
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
Speaker A
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
Speaker A
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
Speaker A
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
Speaker A
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
Speaker A
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
Speaker A
[Music] you
Topics:Straight Line systemsales closingsales trainingJordan Belfortsales techniquesrapport buildingcertainty transfersales processWhiteboard Wednesdaysales strategy
