12 Steps to Close ANYONE - Whiteboard Wednesday

Summary

In this insightful Whiteboard Wednesday session, Jordan unveils the powerful Straight Line System, a step-by-step method for mastering sales, persuasion, and communication. He explains the concept that every sale follows the same principles, offering a clear strategy that anyone can learn. Key steps include taking control of the conversation, gathering intelligence, building rapport, making a tailored presentation, handling objections, and ultimately closing the sale. Jordan also emphasizes the importance of body language and rapport-building for long-term success. This overview serves as a foundation for anyone aiming to become a world-class closer, negotiator, or influencer.

Takeaways

• 😀 Every sale follows a consistent process, even though it may feel personalized to each client.
• 😀 The Straight Line System emphasizes a systematic approach to closing sales with certainty.
• 😀 The 'Straight Line Syntax' is a series of steps that progressively build the prospect's certainty, leading to a sale.
• 😀 Control the conversation from the start to establish yourself as an expert.
• 😀 Gather intelligence through smart, targeted questions to understand the client’s needs and pain points.
• 😀 Building rapport is crucial and must be integrated with the intelligence-gathering process.
• 😀 Transition smoothly into the close by offering tailored solutions to meet the client’s needs.
• 😀 Address objections early and often using deflection techniques to keep the conversation on track.
• 😀 The sales process requires a looping technique, revisiting key points to increase certainty when objections arise.
• 😀 Sales success is about lowering the action threshold and raising the pain threshold to facilitate decision-making.
• 😀 Post-sale, focus on creating loyal customers who will return and refer others by ensuring their satisfaction.

Q & A

What is the overarching concept behind the Straight Line system?

The overarching concept is that every sale is the same, despite individual differences in needs, values, and experiences. The Straight Line system relies on a consistent process that guides the salesperson through the sale in a structured, step-by-step manner.

Why does Jordan emphasize that every sale is the same?

Jordan emphasizes that every sale is the same because, from his perspective, the process of transferring certainty to a potential customer follows a defined order. Despite variations in the person or situation, the underlying structure of the sale remains the same, which allows for high-level consistency and success.

What does 'syntax' mean in the context of the Straight Line system?

In this context, 'syntax' refers to the order in which the salesperson executes the steps of the sale. The 'straight-line syntax' is the sequence that leads to successful outcomes, ensuring that each step is executed in the correct order to maintain control and build certainty with the customer.

What is the first step in the Straight Line system?

The first step is to take immediate control of the sale. This is done by establishing yourself as an expert early in the conversation. By doing this, you gain control of the interaction, allowing you to guide the conversation and ask the necessary questions.

Why is gathering intelligence crucial in the Straight Line system?

Gathering intelligence is critical because it allows the salesperson to understand the customer’s needs, pain points, values, and financial qualifications. Without this information, the salesperson cannot close the sale effectively. The questions must be asked in a way that builds rapport and provides valuable insights.

How does the Straight Line system help build rapport with customers?

Rapport is built simultaneously while gathering intelligence. By asking the right questions with appropriate tonality and body language, the salesperson positions themselves as a trusted advisor rather than an interrogator, which fosters a deeper connection and trust with the customer.

What happens after gathering intelligence in the Straight Line system?

After gathering intelligence, the salesperson transitions to presenting the solution to the customer. This is the point where they present the product or service, highlighting its benefits and how it solves the problems identified during the intelligence-gathering phase.

Why is the order of steps important in the Straight Line system?

The order is crucial because if the salesperson does not follow the correct sequence, they risk losing control of the conversation or failing to gather the necessary information to close the sale. The steps must be executed in the same way every time to maintain structure and consistency.

What is the purpose of the looping pattern in the Straight Line system?

The looping pattern is used to raise the customer’s level of certainty. When an objection or uncertainty arises, the salesperson loops back into the presentation to readdress concerns and solidify the customer’s belief in the value of the offer, ultimately leading to a successful close.

What is the key to overcoming objections in the Straight Line system?

The key to overcoming objections is deflection. Instead of directly addressing the objection, the salesperson acknowledges it and asks a follow-up question to gauge the customer's deeper thoughts. This deflection helps lower the customer’s uncertainty and leads to a smoother path toward closing the sale.