Straight Line Selling System

About the Workshop

This workshop is based on the concept developed by Jordan Belfort. It has been proven to be the most effective sales system in the market and is guaranteed to increase your sales results if applied properly. Participants will learn the fundamentals of Influence and Persuasion, how to master the art of prospecting, to use tonality to build rapport, to turn qualifying into an art with the proper use of questioning, and how to close with authority.

Participants will also learn to become visionaries and persons of Influence.

Upon completion of the workshop, each participant will complete an action plan to ensure application of the learning.

Learning Objectives

Upon completion of workshop participants will be able to:

• Understand what it takes to master the art of Prospecting

• Capture people’s attention in 4 seconds which is especially important for Medical Sales Reps

• Understand the forces that create lasting results

• Control the sales by using the straight-line approach

• Qualify clients smoothly

• Deliver efficient “presentations”

• Use Language to cut through the Closing

Topics Covered

1. Introduction to Straight Line Selling

a. Two Types of People

b. 3 Attributes to Success

c. The 3 tenets of Straight-line Persuasion

d. Old Sales model vs. New Sales Model vs. Straight Line System

e. Ethical Guidelines

f. 4 Stages of Learning

2. Art of Prospecting – 5 Keys to Mastery

a. 4 Types of Buyers

b. Key 1: Sifting

c. Key 2: The Action Threshold

d. Key 3: Tipping the Scale

e. Key 4: The Sales Funnel

f. Key 5: 3 Things in 4 Seconds

3. The importance of Tonality and Capturing Attention

a. What your tonality needs to prove

b. Average vs. Extraordinary

c. Up-tones

d. Micro-agreement tone

e. Mystery tone

f. Power of the pause

g. Grouping tone

h. Hypnotic Patterns

i. Bottled enthusiasm

j. The Whisper

k. The Reasonable Guy Tone

4. The Secret to Success – Vision and setting goals

a. The Power of Vision

b. Vision vs. Goals

c. Incorporating the “3 musts” of the closing process to your vision

d. Dressing for success

e. Body Language

f. Handshakes

g. Matching and Mirroring

h. Goal Oriented Selling

5. How to create lasting results

a. 5 ways to overcome obstacles

b. Identifying old patterns and behaviors

c. Breaking old patterns

d. Mastering your emotional states

e. How the brain works

f. 3 ways to managing fear

g. Goals: the milestones to achieving lasting results

h. 5 keys for setting effective goals

6. Controlling the Sale using the Straight-Line System

a. The basis of the straight-line system

b. Gathering intelligence

c. Building rapport

d. Questions & Tonality

e. Earning “TENS” from the client

f. Staying on Track

g. Managing your emotional and physical state

h. Making your presentation

i. Asking for the sale

j. 3 ways to overcome buying wounds

k. 2 of the most common objections

l. Changing the way you close the sale

7. Art of Qualifying – Asking the right Questions

a. The right questions The right way

b. Identifying the clients “Why”

c. Memorize Questions in order

d. Asking Permission to ask questions

e. Big picture Questions

f. Specific Questions

g. Ways to keep your Powder Dry

h. The Power of Invasive Questions

i. The Transition

j. Your First “NO”

k. Language Patterns

l. Looping back to the Line

m. Common Mistakes

n. Different Responses to any question

8. Presenting with Authority

a. Getting the client to “10” you on you

b. Getting the client to “10” you on your product

c. Getting the client to “10” you on your company

d. Using Anchors

e. Perfecting your Sales Pitch

f. The soft close

g. The art of Boxing someone in

h. The art of looping

i. Bringing out the big guns

9. The Power of Language

a. Power words

b. Offsetting language patterns

c. Language patterns for looping

d. Closing tonal patterns

e. Trigger words

10. Closing the Sale using the Straight line

a. The Language of Closing

b. Understanding that you have been closing since the moment you dialled the number for the first-time

11. Become a Person of Influence

a. Tonal Attitude towards stalls

b. Handling Objections

c. 5 ways to turn clients into customers for life

d. Motivation

e. Final Tips and Strategies Review

Duration: 18 hours