EPISODE: Pe aT) aE ae RUT In this week’s training intensive, which corresponds with the Vision module of the Straight Line Sales Certification Program, JB starts out by referencing the Grant Cardone podcast that was just released. If you haven't heard it, make sure ( E you do. It's one for the books. He goes on to talk about the four types of buyers ‘and the differences between them. Not all people are buyers. Some you want to l pitch to, some you don't. And some of the ones you do can be ratcheted up on the urgency scale to make them want to buy now, as opposed to later down the |road. By using your intelligence gathering, coupled with the right language ' patterns that can stoke the flames of their pain, you can heat up a buyer in power and bake them into a buyer in heat. This is one of the key aspects of the care Ue La in) then implores you to just accept this one thought: “How do you know what you should spend your time doing, if you don't know where you want to end up?” | This line relates directly to your vision. Your vision is where you want to end up. | Everything else backs into that. The Straight Line is a backwards-looking strategy. JB started with the close and worked his way back, lining up everything that had to fall into place for the prospect to buy. He then worked a what the most favorable order was for them all to occur, and the Straight Line ECE le