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What Is The Straight Line Selling By Jordan Belfort About?

The straight-line system involves creating absolute certainty in a prospect’s mind about three key things:

  • The product

  • The salesperson

  • The company

It’s a sales process that uses sales techniques and motivation to make salespeople productive.

If your goal is to make money selling, learn from someone who made a fortune doing exactly that.

You should know that Belfort talks about not using “pressure,” but the techniques he teaches create an urgency to buy, and for some salespeople, that can be a little intimidating.

In this blog, you will master the art of looping, the so-called “secret sauce” of the straight-line system.

This is where you’ll learn to answer any objection a prospect makes in a way that builds their sense of certainty in your product, your company, and you, the individual salesperson.

In addition, you will learn how to ask prospects questions that allow you to gather massive intelligence while simultaneously building rapport on both a conscious and unconscious level.

This course is for anyone and everyone serious about elevating their mindset because sales are for everyone if you think about it.

Sure, people may sell products and services, but do you ever consider that you’re also selling your attributes, talents, and abilities almost every day?

Whether during job interviews, business meetings, or anything in between, the opportunity to sell is everywhere.

You will be guided through a compelling process that will give you the tools to overcome your limiting beliefs and replace them with empowering ones that give you the confidence and certainty to become a masterful closer.

This is where you’ll learn to answer any objection a prospect makes in a way that builds their sense of certainty in your product, your company, and you, the individual salesperson.

Who Is Jordan Belfort?

Belfort became increasingly famous after the movie The Wolf of Wall Street popularized his life of excesses (and frauds) on Wall Street.

He has acted as a consultant to more than 50 public companies. 

He has been written about in virtually every major newspaper and magazine in the world, including The New York Times, The Wall Street Journal, Los Angeles Times, The Times (London), Herald Tribune, Le Monde, Corriere della Sera, Forbes, BusinessWeek, Paris Match, and Rolling Stone.

Belfort has been there, done that, at least from the standpoint of making tons of money (as well as being sent to Federal Prison for bilking investors out of hundreds of millions of dollars).

His books include:

  • The Wolf of Wall Street

  • Catching The Wolf of Wall Street

  • Way of The Wolf

What Is The Straight Line Method?

Straight Line Persuasion is a sales training program by Jordan Belfort.

In simple words, it’s a system that helps you influence another person without him even knowing it.

It’s a way of selling where you maintain control of the sale and never let go.

Jordan invented this system to help even the dumbest person on his team sell to everyone.

Persuading is helping people to overcome the internal obstacles that prevent them from taking action. Jordan Belfort says that the key to selling is maintaining control of the interaction.

And that’s why he coined the term “straight line.” You want to lead the prospect straight to the sale.

The concept advocates more listening than speaking (a fair comment in any sales strategy).

There is also a big play around non-verbal communication and imitating the prospect’s body language to engender trust-building.

This system can be applied to real-life situations, but it is most effective for sales, especially in the stock market, call centers, etc.

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Why Is The Straight Line Persuasion Important?

The most important precursor to your success is not your inborn talent, and it’s not your learned talent. It’s your ability to root out and dispose of disempowering beliefs.

Straight Line Persuasion is an all-encompassing program that will guide you through every part of the sale.

It was the first time Belfort opened his playbook and gave readers access to his exclusive step-by-step system- the same system he used to create massive wealth for himself, his clients, and his sales teams.

Success Starts With You

In the module titled “The Inner Game of Sales,” Jordan Belfort talks about the power of beliefs.

Jordan Belfort says that success starts with positive beliefs, mindset, expectations, etc.

Whether you agree with his methods, he makes some sound points about the psychology behind why people buy and how they make decisions.

First Impressions

Jordan Belfort repeats a widely quoted assertion that when someone develops a negative first impression of you, it takes eight positive impressions to overcome it.

While there’s little research to support this, salespeople who make a poor first impression won’t likely get additional chances, so it’s vital to get it right the first time.

Sharp As A Tack

If prospects don’t think you’re sharp as a tack, you’re wasting their time. You have to sound and act like someone who can help the prospect fulfill their needs and desires.

Be an expert who needs to be talked to and be an expert quickly and not a long-term novice. Show them you are worth listening to.

  1. Get to the point quickly.

  2. Do not waste the prospect’s time.

  3. Have a solution to their problem.

  4. Be a long-term asset.

Establishing Certainty

Certainty must be created on both a logical and emotional level – at the same time.

It provides guidelines and checkpoints so salespeople can analyze the situation in the moment of a live sale, evaluate their progress, and implement a range of pre-prepared tactics and very well-developed language patterns.

Jordan Belfort teaches how to transfer certainty to the prospect.

And it’s done primarily through how you speak (and body language and facial expressions in person), even more than what you say.

Watch a great actor; a slight change in expression can carry loads of meaning—a shift in posture, a raised eyebrow, leaning forward slightly, etc.

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Address Concerns

In essence, pain creates urgency, making it the perfect vehicle for closing these tougher sales.

Belfort recommends discussing these areas with the customer to determine what doubts or limitations hold her back so that you can address them:

  • What worries might make the prospect hesitant to buy?

  • What beliefs could hinder the sale, such as distrust of brokers or a prior bad experience?

  • Do they have the money and willingness to invest it?

Belfort says the sales process doesn’t begin until after your prospect hits you with the first objection.

Connecting With The Company

If there is uncertainty in any area, you will get an automatic response to a common objection.

Logical certainty vs. emotional certainty is needed from the buyer to make a purchase, and future pacing does help to get the buyer to a decision.

Asking About Money

How much money do you have in the stock market, just a ballpark? Whenever you ask someone about money, always go into a disarming tone.

Imagine putting your hands up in front of you with open palms to say, “no pressure…. Just a ballpark.”

Questioning And Presenting

Engage in massive intelligence gathering while building rapport.

Once you’ve established control of the straight line sales conversation, the next steps, which go hand in hand, are building rapport and gathering information for your presentation.

Make a smooth transition to the straight line to help build absolute certainty in the 3-10s. Make your question gathering more invasive as the process progresses as trust has been built.

This is why salespeople need to stay on topic instead of trying to build so much rapport at the wrong time.

Objections are smokescreens for uncertainty, every bit of your presentation is built to help build certainty in the product or the service.

You need to deviate from the straight line a little to have a two-way conversation and let the prospect talk.

However, you should use the small deviations from the straight line to build rapport and gain information by asking purposeful questions to help you target your presentation.

Invasive questions early on may build resistance and doubt in your abilities. Drawing out a sales map does help salespeople see visually what is going on in the sales process.

Drawing a picture of what is going on sets the tone as laid out, explaining the ideals of the straight-line system.

The next step is to use a “reason why” justification and explain the “big idea” of the offer to the buyer to gain enough interest to keep them talking to you.

Without rapport, prospects won’t answer your questions. These must be purposeful activities designed to advance your goal of closing a sale.

Unskilled salespeople often get sidetracked instead—they end up following the client off on tangents to be friendly or waste time trying to answer dead-end objections.

For example, when Belfort hired his first brokers, they had constant trouble closing, even with good (qualified) leads.

When he questioned them about the lack of sales, they complained that the clients raised too many objections to buying, which the brokers struggled to counter.

Write In The Spoken Word

Your straight-line script must flow perfectly. Your straight-line scripts must be honest and ethical. Remember the overarching equation of energy in benefits out.

It’s just a question of your name and some basic information, and then we handle everything else for you over on this end. And when you combine that with [ benefit # 1 ] and [ benefit # 2 ] and [ benefit # 3 ] then you’re going to have problems because you didn’t buy more.

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The Power of Language Patterns

The sales process is built on the foundation of language and unconscious communication.

Learn how to use purposeful language to build rapport, enrich personal relationships, and wield massive influence.

Ten percent of human communication is words; the other 90% is tonality and body language. You free up your conscious mind to focus on the 90% by memorizing scripts.

Keep reading your scripts back to yourself to ensure all the language patterns and transitions are seamless.

Every word that escapes your lips has been specifically designed to feed into one overarching goal: to increase your prospect’s level of certainty for each of the Three Tens to the highest level possible, a 10 on the certainty scale.

The three tens is another way to explain the know like and trust formula. They like the product, they like you they have trust you will take care of them.

The buyer needs to be at an elevated belief or state in 3 areas to be influenced to make a buying decision.

If a prospect is currently at a “10” on the certainty scale, then it means they are in a state of absolute certainty at that moment.

Conversely, if the prospect’s currently at a “one,” they are in a state of absolute uncertainty.

For example, if your product is at “10,” your prospect is certain they love your product. At “5,” this is referred to as “sitting on the fence.”

In the process, you should be careful not to undermine rapport by saying the wrong thing, using the wrong tone or body language, or asking a question at the wrong time.

Belfort stresses in later chapters that you have to constantly maintain and strengthen rapport—if you lose it at any point and can’t restore it, you’ll lose the sale.

Advanced Tonality

Where Jordan truly masters the game of influencing people is the use of tonality.

Belfort says that tonality develops rapport at an unconscious level.

The book is good but does not do the teachings justice unless you can hear how he explains how to use your voice like a scalpel instead of a hammer.

How To Build Rapport

Belfort’s prescription for building rapport is to use focused questions, tone, and body language to be caring, sincere, and interested (but to avoid BS’ing).

However, other sales training emphasizes specific rapport-building steps and questions: 

  • Be yourself

  • Be friendly

  • Show real interest

  • Find common ground

  • Give genuine compliments

  • Be sensitive to the client’s time, and adapt to the business culture (such as by dressing appropriately)

Become A Person of Influence

Belfort says you must respect if your customer cannot afford the product or if the product is not good for him. But you should not accept a stall.

If they don’t like the product but feel it’s perfect for them, loop back until you convince them with logic.

You must master your state as an influencer to get people to make decisions and look at you like the expert in the room.

We are conditioned to look for experts and hear what they say from a young age. The subject of NLP anchoring comes up and is explained.

Tom Vizzini and Kim McFarland are two of the best people to teach this. You can try to get the gist from the book, but it is easier to learn from videos; just google their names

The State of Prospective Buyers Today

The idea that selling in today’s market is something you do “to” someone is counterproductive and toxic.

Instead, it’s better to believe that today’s sales environment is about collaborating with prospects to recommend solutions that can help them reach their business goals.

Customer-Focused Method vs. Straight Line System

Customer-focused methods differ from the straight-line system in emphasis and goal.

Control of The Sales Process

Taking control in the first four seconds Belfort says that the first step—establishing your authority and taking control of the sale—must happen in the first four seconds of the sales conversation—or you’ll fail to close.

Taking immediate control may be more important in B2C than B2B sales, where business customers resist pressure.

While the straight-line method asserts control to push the client toward a sale, the challenger sale method uses control differently.

It asserts control in the sense of challenging or pushing the client to think differently about his industry and his needs and solutions.

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Straight Line In A Nutshell

A straight line from meet to sale is the safest way to sell. Never cut off the prospect, but always nudge him back towards your straight line.

Some people are born closers. Others will have to learn it.

Hop-On The Kennected Train

Want a solid lead generation plan? Kennected offers a series of solutions focused on building relationships with key decision-makers to achieve this feat.

Kennected used this process to earn the Two Comma Club Award (for earning $1,000,000) in less than seven months and a spot on the Inc. 5000 list of fastest-growing companies in America.

Moreover, we helped over 17,000 customers fill their sales pipelines with qualified leads and increase revenue.

Our LinkedIn lead generation services can help you take your LinkedIn marketing to the next level.

For more information on how to use this LinkedIn Sales Funnel and Kennected to fill your sales pipeline with qualified leads in less than 10 minutes per day, schedule a free strategy session here.

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