The Straight line. Closing the deal.
The straight line principal as laid out by Belfort is a relatively simple thought process. But effective.
The Straight Line showcases how each sale is the same. You have one straight line, where you begin with the opening and finish with the close.
The key is from literally the first word out of your mouth, everything you say and do is designed to keep your prospect on the straight line, and slowly nudge them down the line towards the close.
At the same time, you’re always making sure that the encounter stays within the boundaries, as you continue to the process of moving the sale down the Straight Line, towards the close.
Essentially the 3 basic tenets of the front half of the Straight Line are:
- you must take immediate control of the sale
- You must engage in massive intelligence gathering, while you simultaneously build massive rapport with your prospect.
- You must smoothly transition into a Straight Line presentation, so you can begin the process of building absolutely certainty for each of the Three Tens.
This first image shows OC (out of control) outside the boundary lines, when you’re not in control of the conversation and then IC, being in control where you are leading the conversation and taking the prospect down the line to the close.
This just elaborates further the controlling sequence where you’re also building rapport and intelligence gathering. You’ve also got the first half and then the second half of the conversational close dialogue.
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