Using the word “so” is an important thing called a justifier to ensure the buyer knows why you’re asking them these questions.

Way of the Wolf: Straight line selling: Master [PDF] [EPUB] Way of the Wolf: Straight line selling: Master

If this doesn’t work, you then must start recalling in a sympathetic tone the pain points they highlighted to you at the start of your intelligence gathering

The Three Tens Of Certainty

After every loop you say something like “You follow me so far?” or “Makes sense” - only until they say yes do you move on to the next loops.

Way of the Wolf: Become a Master Closer with Straight L…

The third requirement for a successful close is that your prospect feel positively about your company or brand. If she believes something negative—for instance, that your company doesn’t stand behind its products or that they’re cheaply made—you’ll need to increase her confidence. You are playing the post-buying movie in the best possible fashion allowing the person to experience your products amazing benefits right now. Before outlining the methods, it’s necessary to define two terms. A sales methodology defines the techniques and skills (the how-tos) for moving a prospect through the sales process (the series of steps for closing a deal, such as prospecting, qualifying, presenting, objection handling, and so on).The Secret of Stars – I love that he included music with this (and the other pieces of music in this book). I’d like to see if I can play this at some point, to get a better feel for it. You must structure your script so that not all your benefits come out at the start as you need to save those benefits for subsequent loops that you use to increase the certainty within your buyer.

The Way of The Wolf | a podcast by Sean Barnes The Way of The Wolf | a podcast by Sean Barnes

Using a powerful smell to create an anchor when in an empowered state. Similar to NLP, but doing it when already naturally in that state. (my comment: definitely try this, I’ve done similar stuff) On 1,2,3 you must ensure you get the prospect to a level of certainty on both a logical and emotional level. A prospect will fall near the middle of the scale and can be moved if she finds you basically trustworthy although she dislikes you, or she likes you but doesn’t trust you. Martin Bell is one of my favorite authors. One of my mentors used to read Barrington Bunny every year at Christmas. I can still hear her voice when I read the story. h) Make mental notes. Don’t resolve their pain. You do not want to try to resolve their pain at this point. If anything, you want to amplify that pain.Now I’m not a reader, infact, I have probably finished 2 books in my life (because I was forced to in English haha) but this had me hooked from start to finish! We use this process at work in a simplified form. Amazing explanations and working examples and it can be applied to any sales situation! A must read For the most part, they were a decidedly average lot at best—basically the sad, forgotten spawn of America’s working-class families. They were kids who had never been told by their parents that they were capable of greatness; any greatness that they naturally had in them had been literally conditioned out of them since the day they were born. By the time they made it into my boardroom, they were trying merely to survive, not to thrive. Either they don’t trust that your product will solve their need, they don’t trust you, or they don’t trust your company. Brand of the Tiger – This is a song and I’d need to hear this to judge it properly. However, I like the idea of it.

Way of the Wolf | Book by Jordan Belfort | Official Publisher

Transition into a rebuttal script / new loop by saying: “I hear what you’re saying, but let me ask you a question: Does the idea makes sense to you? Do you like the idea?” your success is still going to be contingent on your ability to trigger a key emotional state within yourself as you’re about to enter the sales encounter, and then maintain that state to the very end —> future pacing entails running an imaginary movie through your mind where you get to see yourself in the future having already achieved a certain outcome —> in terms of achieving success in sales, there are four key states that you need to learn how to trigger at will within state management. —> we call them the four Cs; certainty, clarity, confidence, and courage What they say about Jordan Belfort in the Wolf Of Wall Street is True. He is one of those natural-born salesman who can sell ice to an Eskimo, oil to an Arab or port to a Rabbi. If you’ve seen The Wolf of Wall Street, starring Leonardo De Caprio, you may remember the scene of how Jordan took thousands of kids who could barely string a sentence together and turned them into world class closers using his magical system called The Straight Line.Whatever the case, that’s my gift: the ability to sell anything to anyone, in massive quantities; and whether this gift comes from God or from nature, I really can’t say, although what I am able to say—with absolute certainty, in fact—is that I am not the only person who was born with it.