Click here to sign up

effective
way by far, is to use a very powerful language
pattern that allows you to temporarily “reverse” a high–action-threshold prospect’s
parallel movies—causing them to abandon their strategy of running an
unrealistically long negative movie and an extremely abbreviated positive one.
In other words, at the end of the day, the difference between my father and me is
that, as a low–action-threshold person, my beliefs are such that when I’m faced with
making a buying decision, I’ll run a very long and very empowering positive movie,
and a very short and not very toxic negative one. Conversely, as a very high–action-
threshold person, my father’s beliefs are such that, when 
he’s
faced with making a
buying decision, he’ll run a very long and very toxic negative movie, and a very
short and very uninspiring positive one.
The way you go about reversing these movies is by using the aforementioned
language pattern to 
rewrite
their respective scripts along the lines of a low-action-
threshold individual.
Here is an example of what you would say to Bill, if he were still sitting on the
fence as a result of having an extremely high action threshold:
“Bill, let me ask you an honest question: what’s the worst that can possibly
happen here? I mean, let’s say I’m wrong and the stock actually goes down a few
points, and you lose two thousand bucks. Is that gonna put you in the poorhouse?”
“No,” Bill replies a bit grudgingly.
“Exactly,” you continue. “Of course it won’t! And, on the upside, let’s say I’m
right—like we both think I am—and the stock goes up fifteen or twenty points, like
we both think it will, and you make fifteen or twenty grand. I mean, it’ll feel good
and everything, but it’s not gonna make you the richest man in town, now will it?”
“No, definitely not,” replies Bill.
“Exactly! Of 
course
it won’t. It’s not gonna make you rich, and it’s not gonna
make you poor, but what this trade 
will
do is serve as a benchmark for future
business. It’ll show you that I can put you into the market at the right time, and
take you out as well. So why don’t we do this:
https://www.8freebooks.net

---

“Since this is our first time working together, why don’t we start off a bit smaller
this time. Instead of picking up a block of ten thousand shares, let’s pick up a block
of a thousand shares, which is now a cash outlay of only thirty thousand dollars. Of
course, you’ll make a bit less money as the stock trades higher, but your 
percentage
gain remains the same, and you can judge me on that alone; and 
believe
me, Bill, if
you do even 
half
as well as the rest of my clients in this program, the only problem
you’re going to have is that you didn’t buy more. Sound fair enough?” And then
you shut up and wait for a response.
In other words, if the prospect doesn’t quickly answer, don’t feel compelled to
fill the conversational vacuum and start jabbering away and talking through your
close.
You’re at that magic moment now, when, in perfect sequence, you’ve summed
up the very best benefits, you’ve reduced the energy expenditure, you’ve lowered the
action threshold, and you’ve asked for the order in just the right way, using your tri-
tonal closing pattern.
So, be quiet and let the client answer!
If you do, you’ll find that about 75 percent of all the prospects who ultimately
buy from you will do so right here. In essence, by taking these high–action-
threshold buyers and, for a few fleeting minutes, lowering their action thresholds,
you can then step through that window and close what are about to become your
most loyal customers.
Indeed, if there’s one thing about high–action-threshold prospects that makes
them 
more
than worth the extra effort it takes to close them, it’s that they make
excellent long-term clients. They’re typically great tippers, they don’t mind paying
top dollar, and they almost never leave you for another salesperson, even if they get
offered a better deal. They’re basically 
so
happy to have finally found a salesperson
who was able to break through their limited beliefs and earn their trust that they’ll
stay put under almost any circumstance.
My father was a perfect example of this.
Growing up, I watched with fascination as he dealt with the same few
salespeople to fill virtually all his needs, and he never questioned them about
anything—about price, delivery times, competing products, the options or features
they recommended, how much of a particular item he should buy, and what
warranties he should take out. The bottom line is that he viewed each one of them
as an expert in their respective fields, and he trusted their judgment on every level.
Ironically, it’s these ultra-loyal, highly lucrative, high– action-threshold
prospects, like my father, who end up slipping through the fingers of virtually all
https://www.8freebooks.net

---

salespeople other than natural-born closers and those who have studied the Straight
Line System.
To them, these otherwise “ultra-tough prospects” are nothing more than routine
closes that had to be taken a 
little
bit farther down the Straight Line as a result of
their beliefs, which required the salesperson to crack the fourth number of their
buying code—lowering their action threshold.
RUNNING ADDITIONAL LOOPS
So here we are, two loops down and . . . how many to go?
It’s a good question, isn’t it?
I mean, how many loops should you actually run?
Three loops? Four loops? Five loops? Ten loops? Twenty loops?
Before I fully answer that, let me start by saying that for those prospects who
haven’t bought yet, you’re definitely going to run at least one more loop. After all,
you still have one number left to address in their buying combination—namely,
their