Way of the Wolf: Straight Line Selling: Master the Art of Persuasion, Influence, and Success

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trust your product to fulfill their needs at a cost-benefit ratio that is unequivocally a great deal In this episode, Sean Barnes discusses the risks of complacency, the traits of high performers, and the importance of self-investment and skill building. He explores how to embrace new opportunities, manage overwhelming tasks, and the benefits of repetition in projects. He concludes with a focus on the role of hard work and dedication in success. Your script must not be front-loaded. Front-loading is when you disclose all your major benefits right up front, which leaves you with nothing powerful to say to change your prospect’s mind when they hit you with the first objection Charisma is the foundation of rapport; it is the sense that he cares about me, he understands me, and he feels my pain. Charisma’s has three components:

a. Take immediate control of the sales process and start building rapport while asking questions to the prospect.

Rapport is not a constant; it goes up and down throughout the sale, depending on the following two things:

the basic premise of NLP anchoring is that human beings have the ability to choose how they feel at a particular moment. NLP has distilled the entire state management process into two core elements, both of which are under a person’s conscious control —> what you choose to focus on —> Your current physiology; comprised of the sum of all the possible ways that you can move and hold your body — your posture, your facial expressions, how you move your appendages, your rate of breathing, your overall level of motionThe 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. Assuming this is true, powerful transition into your body of your sales script saying “Based on what you told me, I think This is a perfect fit for you” Reply in a tonality that matches theres and is slightly more certain. You will break rapport if you jump too many levels Way Of The Wolf by Jordan Belfort is a great book if you are in any type of sales job! And as the book says, even if you are not in “sales”, you are still always trying to sell something: an idea, your CV, your life, etc.

g) “I feel your pain”- Often this phrase is used in discussions where you are trying to uncover the customer pain points. This book gives you power so you might as well use it responsibly. Jordan is gifted as he claims, gifted with the ability to sell anything to anyone. If he were a superhero, training salespeople would be his superpower, and there’s not a soul on the planet who does it better than him. He notes that you do not have to be in sales to use this system. You can use it from selling your great qualities in a job interview to selling anyone on a great idea. In his book Way of The Wolf, Jordan promises to shorten your sales cycle, increase your closing rate, develop a steady stream of customer referrals, and create customers for life.Your success to convert the deal depends on your ability to trigger a key emotional state within yourself as you are about to enter the sales encounter and maintain it till the very end. Chapter 5 – State Management

To close a sale under the Straight Line method, you must create level-10 certainty or confidence in the prospect’s mind on all three essentials, which Belfort calls the three tens. The First Certainty: The Product I thought maybe it's the first person POV or the child POV messing with my head but no. it is not that either. this is just really bad. do not. do NOT buy this I beg you. listen to your heart. listen to me. you know better. don't do this to yourself. I didn't find a single ethically objectionable technique. Of course, some find the very idea of persuasion unethical, but that's a philosophical discussion. It is as clean as pretty much everything else out there. you need to become proficient in the art of reading from a script without sounding like you’re reading from a script; and second, you need to become proficient in the art of writing a script that will allow you to sound perfectly natural when you read it In unconscious communication, tonality and body language play major roles in how we get our point across — both while we’re talking and as we’re listening.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. Gone were any high-pressure sales tactics, questionable language patterns, or even the slightest reference to closing a sale at all costs to simply earn a commission; all of these were purged from the system in favor of more elegant strategies. It was a painstaking process, where no expense was spared and no stone left unturned. Phrasing a declarative as a question – ex: “Hi, my name is Bill Peterson? Calling from Acme Travel Company? In Beverly Hills, California? How are you today?”