Way of the Wolf Straight Line Selling Master the Art of Persuasion Influence and Success
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1 ----------------------------------- 10 certainty:
x: Beingness 100% convinced this person, product and company will brand my life better and assistance me achieve my goals/avoid pain.
1: accented crap.
5: "Please influence me now. I can't brand up my mind, so please help me!"
Direct line:
Open X ----->---->----->----->X CLOSE
In control vs out of control
2 types of certainty:
• Logical certainty
• Emotional certainty
Time to come pacing:
You are playing the mail service-buying movie in the best p
1 ----------------------------------- 10 certainty:
10: Beingness 100% convinced this person, production and company will brand my life better and help me achieve my goals/avoid pain.
1: absolute crap.
5: "Please influence me now. I tin can't make up my listen, so please help me!"
Directly line:
Open 10 ----->---->----->----->X Close
In control vs out of command
2 types of certainty:
• Logical certainty
• Emotional certainty
Hereafter pacing:
You are playing the post-buying pic in the all-time possible fashion allowing the person to experience your products amazing benefits right at present.
Speaking:
When you're speaking its directed. Its powerful. Your words have significant behind them; and the meaning is to create massive certainty in the mind of your prospect every bit you motility him downwards the straight line, from the open up to the shut.
1. The prospect must love your product: 100 % certainty
2. The prospect must trust and connect with yous:100 % certainty
three. The prospect must trust and connect with your company: 100 % certainty
4. Lower the activity threshold
5. Heighten the pain threshold
First four seconds establish that yous are:
ane. Sharp as a tack
2. Enthusiastic as hell
three. An expert in your field
ninety% of the time we are communicating without speaking.
Power whisper: using scarcity.
Bottled enthusiasm
Below the surface and bubbles over as you speak with clarity and intensity.
Land direction
"An empowered state is the equivalent of the valve to your internal resource beingness fully open, allowing you to access them at will." p.81
Entering a country of enthusiasm/power at will --> charisma
Olfactory anchoring:
Using a powerful smell to create an anchor when in an empowered country. Similar to NLP, but doing it when already naturally in that state. (my annotate: definitely try this, I've done similar stuff)
Tonality and body language:
Eye contact: 72%
Open vs closed
Smiling
Listening --> intelligence
Being in control
Being an expert
Rapport
Congruence
ten unlike tonalities.
Be an adept listener.
Always use a script as a strategy only memorize it, or several, and costless your conscious heed to read the other person.
(Planning, preparation)
5/5 absolute gold!
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This book is loaded with great tips and tricks about the man psyche and how to sell effectively. Learning sales skills is important in any type of business concern today so why not acquire from the best?
Written in easy, conversational linguistic communication, any one can choice up this book and start to ameliorate themselves. A keen addition to your marketing lessons and self improvement skills. This is 1 you will recommend to others likewise every bit re
Interesting ideas. Straightforward writing.~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~
This book is loaded with great tips and tricks about the human psyche and how to sell effectively. Learning sales skills is important in any type of business today and then why not learn from the all-time?
Written in easy, conversational language, any one tin can pick upwards this volume and start to amend themselves. A groovy addition to your marketing lessons and self comeback skills. This is 1 you will recommend to others every bit well as read over and over yourself.
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While yous can certainly question Belfort's sense of judgment, morality and self-command, it'south difficult to deny that he is excellent at what he does professionally. And this book is all about learning his methods for becoming a great salesperson through "The Straight Line Arrangement." He claims that this is the organization he and
If y'all've ever seen the incredibly stylish and debauched film "The Wolf of Wall Street," you might empathize why a book written past Jordan Belfort seemed and then highly-seasoned to me at first.While you can certainly question Belfort's sense of judgment, morality and self-command, it'due south hard to deny that he is excellent at what he does professionally. And this book is all almost learning his methods for becoming a swell salesperson through "The Direct Line Organisation." He claims that this is the system he and his squad at Stratton-Oakmont used to skyrocket their company to success, and that you can go a top notch salesperson by applying the same principles. To be honest though, I didn't fully buy it (no pun intended).
Belfort just came across also much like a salesman to me, if that makes sense. "Well duh, what else were you lot expecting?" Yeah I know, but it was to the bespeak that information technology didn't seem genuine. He's a big fan of exaggeration and hyperbole, and making broad statements almost the efficacy of his methods that seem way as well good to be true. It almost reminds me of the advice style of Donald Trump, which is not a positive quality to me. He'll say things like "The Straight Line Organisation tin turn even the worst salesperson into a great one, every time, e'er!" and "Using this method, yous can close ANYONE who is closeable!" That last part especially annoys me. Information technology feels like a cop out so that if the arrangement doesn't work, he can just shrug and say that the prospect must not accept been closeable to begin with.
Well I've made clear my feelings about the messenger; what about the message? I will give credit where it is due, I actually think there are a lot of good points in this book. The Straight Line System is a skillful framework for making sales. It organizes important points and allows you to methodically nonetheless naturally progress through the various stages of a auction. There's zippo groundbreaking about it similar Belfort keeps claiming, since a lot of it feels like common sense and an amalgamation of tried-and-true principles that he didn't invent, only I did get value from it. I would certainly recommend this book to aspiring salespeople.
I couldn't tell y'all if this is the best book to teach you about sales – I'1000 not a salesperson, nor exercise I ever plan to become one. However, I believe that almost every job has at least some attribute of selling involved, and mine certainly does. I picked upwardly some useful tips and tricks from Mr. Belfort, fifty-fifty though I wasn't sold on his bravado (okay, that time the pun was intended. Sorry not sorry). 7/10.
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For someone who doesn't work in sales the volume notwithstanding had several useful elements and explained the importance of planning your script, state management, anchoring, matching and mirroring, predicting probable objections, keeping the conversation on track, choice of words and the subtle apply of tonality. All would exist
From the championship of the book it is quite clear this is a sales book so I'm unsure why there are and then many i star reviews expecting it was a sequel to The Wolf of Wall Street autobiography.For someone who doesn't piece of work in sales the book yet had several useful elements and explained the importance of planning your script, state management, anchoring, matching and mirroring, predicting likely objections, keeping the conversation on track, choice of words and the subtle employ of tonality. All would be useful in a projection presentation or salary negotiation as some examples to do good those of usa who don't piece of work in an obvious sales role.
I plan to sentinel the video series as I think some of it volition be clearer in the videos and I can more easily accept notes while I'k watching on the areas that are more relevant to my position.
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It felt a petty repetitive at times, and longer than it should have been. At the finish of the book there was then many lists, objectives, scales to keep rails of.
It is aimed towards salesmen mainly, I walked in hoping that it would be full general to the signal where information technology volition be beneficial to people
Information technology is definitely a plus to have book read to you by the wolf himself through Audible. Information technology gave it an border, simply at the same time information technology felt like he was trying to "Sell" y'all the straight-line system that he created.It felt a little repetitive at times, and longer than it should accept been. At the cease of the book there was and so many lists, objectives, scales to go along rail of.
It is aimed towards salesmen mainly, I walked in hoping that it would be full general to the indicate where it will be benign to people outside the manufacture,, just unfortunately that was not the case.
At the end, a lovely ride with Hashemite kingdom of jordan that I will not regret.
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There are some elements of the volume that I just thought were overly specific to his personality (e.g. he linked moving into a "menstruum state" - what he calls a state of consummate certainty - by using a specific aroma in a tube that he carried with him)
While definitely worth experimentin
Written by the Wolf of Wall Street himself, this volume gives you an overview of the Sales Grooming System (called the Directly Line Method) which simplifies every sales conversation into a simple to follow framework.There are some elements of the book that I just thought were overly specific to his personality (east.g. he linked moving into a "flow state" - what he calls a state of complete certainty - by using a specific odor in a tube that he carried with him)
While definitely worth experimenting with, I call up very specific tactics like this will vary person to person. With that said, the framework of sales as I'll draw below made perfect sense to me the first time I read it, and I'yard excited to begin testing it to see how it might work.
THE FRAMEWORK
A sale only happens when you've accomplished 5 things with your heir-apparent:
1. Certainty with your product or service
2. Certainty and trust with the sales person
3. Certainty and trust with the company selling the service
iv. A low pain threshold relative to the power that your product has to remove the pain
5. An activeness threshold that is surpassed based on the level of certainty of 1,2,3
If you don't have a sufficient level certainty across all 3 that surpasses a prospects action threshold, a sale volition never happen.
If someone has a low action threshold, they but need to be an 8/10 on #ane, #ii or #three to buy. Someone who is very hard to sell to is i that has a very high action threshold and would need to be at a 9.5+ / x for a sale to happen.
To ensure the sale closes the pain the buyer is feeling must be above their current threshold to bargain with that hurting. If they aren't suffering from sufficient hurting, there isn't a existent do good for them to change their state and buy your product to solve information technology.
Yous can lower their action threshold by (1) increasing the pain of what they are suffering from in some way or (two) showing how the decision is reversible, or won't have a life changing impact if wrong, and therefore reducing the cost of making a bad decision in the buyers mind.
On i,2,iii you must ensure y'all get the prospect to a level of certainty on both a logical and emotional level.
Treatment OBJECTIONS
When an objection presents itself, Belfort highlights that regardless of what the heir-apparent is proverb, it can be boiled down to them non having a sufficient level of certainty on #i, #2 or #3.
Either they don't trust that your product will solve their need, they don't trust yous, or they don't trust your visitor.
Someday in that location's an objection, instead of addressing it head on, you instead need to deflect information technology using a plough of phrase similar "I empathize what you're maxim. Simply allow me inquire you a question, does the thought make sense? Do you like the idea?" then become back into another few sentences of your presentation (he calls these segments of a presentation loops) with the objective of increasing the buyers level of certainty.
You lot must ensure you have certainty on #1, #ii then #3 in guild. So you volition go on loops until you feel similar the prospect is at a 8+ on production certainty, logically first, and so emotionally 2nd, before moving on to sales loops on #2, then #3.
ON SCRIPTS
As someone who's very against scripting, this concept really stood out to me.
Whenever you watch a movie that motivates you lot, inspires you — elicits an emotional reaction of some sort — those moments were created for yous as the viewer with carefully crafted and apposite scripts.
Every bit a sales person, if yous want to generate the same results in your buyers, you need to perfect a script that you repeat every fourth dimension.
If a script makes y'all feel "wooden or potent" it just ways you wrote a shitty script. It should be written as if you're speaking, not using perfect english.
The script should also focus on the tonality that you use. The same words said with unlike tonality volition come off unlike to the person y'all're speaking with.
Scripts enable you lot to not worry about what to say, and instead focus on how to say it, and to actively listen to your buyer.
BUILDING A SCRIPT - THE INTRO
One of the nearly important elements of the script you write is the first 4 seconds. You need to convey to the buyer that you are:
1. Abrupt equally a tack - you must show you can make fast decisions and accept a pace of delivery that signifies this intelligence.
2. Enthusiastic as hell - you must believe internal that you take something bully to offer and talk appropriately
iii. An practiced in your field - this comes from translating features into benefits and simplifying manufacture terms that make the circuitous look unproblematic
The onus is on you to quickly close the gap betwixt acting "as if" you are the proficient, and really taking the time to rapidly learn and "become" an practiced
Overall you must come beyond equally a person worth listening to.
ane. Become to your points chop-chop
ii. Don't waste their time
three. Have a solution
4. Be an asset to them long-term
Later this 4 2d intro - you then progress into intelligence gathering but before you do this you must enquire permission to the prospect to o so.
You only practice this by proverb something like "Let me enquire a couple of quick questions so I don't waste your fourth dimension"
Using the discussion "so" is an important matter called a justifier to ensure the buyer knows why you're asking them these questions.
Edifice A SCRIPT - Gathering Intelligence
Your questions should be used to validate if you tin actually help the heir-apparent and that the buyer can beget the solution you are selling to them.
The questions you lot enquire should exist asked in a logical order, in such a way that as well moves from low invasive to high invasive questions, and each question should use the advisable tonality and then you ensure you build rapport with your buyer not destroy it.
Assuming the prospect is really a heir-apparent - then you use a powerful transition such every bit "Well, based on everything y'all've told me, this is definitely something that will hep yous and allow me tell you why…"
BUILDING A SCRIPT - RAPPORT & Training
Building rapport has nothing to do with small-scale talk every bit that doesn't institute you lot as an expert. You don't desire to quash small talk. Instead you permit the heir-apparent take their moment and bring them back to the "straight line" by saying something similar "That's really absurd, I never knew nigh that. Cheers for sharing that. Now, as far as your goal of…"
If you feel like you lot are ever moving out of rapport with a heir-apparent, you demand to stop your loop and move dorsum into agile listening, using a tone of "I care and want to larn more" and "I feel your pain" - yous always have to exist edifice rapport throughout the prospect.
Scripts ensure that rapport and charisma is baked into the words yous're saying. "He cares about me, he understands me, he feels my hurting" are things people feel when they meet someone with a lot of "charisma" - yous can engineer this through a script.
Your script too ensures that yous are prepared for anything that may come in a sale. You've thought through and prepared a sales loop for any objection (remember - that's a smokescreen for not having a sure level of certainty on i, 2, 3).
Overall you have 4 elements to your script
* Script to introduction
* Script with the primary body of your presentation that ends with yous request for the order the first time
* Scripts with the rebuttals to main objections yous wait to hear (the generic response tin can be "I hear what yous're saying, simply let me inquire you a question: Does the idea makes sense to yous? Practice you like the idea?")
* Scripts to loop you lot from an objection-rebuttal script that will let you to loop dorsum into the sale process to increase certainty
After every loop you say something like "You follow me so far?" or "Makes sense" - only until they say yes practice yous move on to the adjacent loops.
For example
* iv Second Intro - upbeat and enthusiastic
* Link the call to how you met your prospect
* Justify why you're having the call
* Ask permission to enter the intelligence gathering phase
* Qualify the prospect via intelligence gathering
* Assuming this is true, powerful transition into your torso of your sales script saying "Based on what you told me, I think This is a perfect fit for you"
* Name of your Production
* Paragraph or two on Ane single do good that fills a clients demand
* Use Metaphors or examples hither, or try to link it to credible loftier contour customers that use your product or endorse it to increase certainty
* "Y'all follow me and so far?"
* Paragraph or ii on ANOTHER unmarried benefit… you follow me so far?
* Paragraph or two on ANOTHER single benefit… yous follow me so far?
* Transition to close - create urgency if you tin (at minimum with your tonality by using a "hushed" tone)
* As directly for the guild
* If they object (every bit nigh will)
* Transition into a rebuttal script / new loop by saying: "I hear what yous're saying, but permit me enquire yous a question: Does the idea makes sense to you? Practise you lot like the idea?"
* Depending on their response, if they give you lot a very unenthusiastic response (e.thou. one or ii on certainty) you probably didn't qualify properly and should end the call
* If they are in the middle, then you loop dorsum into a sales script that left off afterward the last benefit you lot highlighted
* Reply in a tonality that matches theres and is slightly more than certain. You volition suspension rapport if yous leap too many levels
* As you become through your new loop, increase your certainty ever and then slightly until half mode through where yous are speaking at peak confidence
* Repeat this sequence 3 or 4 times at most until
* They have total confidence in the production
* Then offset looping on the trust level with you as the sales person
* These loops become into your background, experience, credentials
* If that's established, then showtime looping on the trust of the company
* These loops go into company awards, great customer service… etc.
* At any fourth dimension if you go a sense they are at present getting uncomfortable (existence rude, laughing nervously) after 3 or four loops, the give them space and ask permission to reengage at a later date
* If you lot progress through all 3 levels, ask for the order.
* If that fails, amplify hurting or lower their activity threshold
* You tin can do this by asking for a smaller order via a step down similar "I'm patently not getting rich hither but this volition serve as a benchmark for future business"
* Other ways include coin back guarantees, cooling off period, paint a pic by saying "I'll hold your mitt the entire way" to reduce negative fears or use a 4th very powerful language blueprint such as a phrase similar
* "Let me ask you an honest question, what's the worst that tin can happen here? Let's say this fails, you loose $XXXX, is that going to broke you? [No definitely non] And if information technology works well, it won't make you incredibly profitable either, will it? [No, definitely non]. This won't kill you and won't make you wildly successful, merely it will serve as a benchmark for future business.
* Follow this with a step down sale of a smaller amount.
* If this doesn't work, you and then must start recalling in a sympathetic tone the pain points they highlighted to you at the start of your intelligence gathering
* E.yard. I know yous said before that you're worried near XYZ, given how things are going where do yous meet the business a year from now?
* If information technology nonetheless doesn't work say something like
* "Delight don't misconstrue my enthusiasm for pressure, I but know this will help you. Let me do this, I'll send you some info and let you lot sit down with it. Permit'south chat again side by side week?"
* Let them cool off and repeat this once more
Edifice A SCRIPT - OBJECTIONS
Y'all must structure your script then that not all your benefits come out at the start as you demand to save those benefits for subsequent loops that y'all utilise to increase the certainty within your buyer.
You should take loops that reinforce certainty in 1, 2, and 3
Exist mindful of "energy in, benefits out" as you get to the close.
Whenever a prospect gives you buying signals such every bit "then how much will this cost me?" you lot shouldn't just respond with "$3,000" but instead "great question, the cash outlay is $three,000 and for that you go Benefit 1, Do good ii, Do good 3 - the next steps to get you setup are super elementary, so believe me if you practice half too as my other clients, then the only trouble you'll have is that I didn't call you 6 months earlier and you lot started then. Audio fair enough?"
Notes
* On calls, it'due south important to monitor how many calls it takes for a prospect to buy. When a prospect exceeds a certain number of days between calls or a certain number of calls above and beyond your maximum you should consider it a dead prospect and recycle it for someone else to reengage in iii+ months
* Once a deal is closed you still need to work on maintaining or improving certainty inside your prospect through case studies, dinners, emails… etc.
* Proficient questions to ask
* What practise yous prevarication or dislike about your current supplier?
* What is your biggest headache with your concern?
* What would be your ideal program if you could design it?
* Of all the factors that we just spoke about, what is the well-nigh important to you?
* Accept I asked nearly everything that's of import to you lot?
This book was able to grab my attention correct from the start. He started off with a warning of how this book will provide anyone reading with the ability to persuade almost people. He tells you non to take reward of people because you will be able to. After the warni
Afterward reading the Way of the Wolf by Jordan Belfort, the book honestly pointed out things that I have never thought about before. This book is nonfiction and teached you lot how to go a better salesperson through unlike tactics.This volume was able to grab my attending correct from the start. He started off with a alert of how this volume will provide anyone reading with the ability to persuade most people. He tells you not to take advantage of people because you volition be able to. After the warning he went into how he invented the straight line selling system. This part was interesting based off of how he came upwardly with the thought pretty much in the moment of talking to his struggling employees. For the residuum of the volume he have you through every pace information technology takes to get a killer salesperson. He talks near body language, conscious and unconscious mind, how to make people think for you not against you lot. This honestly helped me with my job in door knocking since I have to persuade people everyday. If I am unable to, and so I will make no money simple every bit that.
This book is worth picking upwardly and reading it forepart to back. Everyday nosotros are trying to convince and persuade people and I promise this book will but assistance. I agreed with everything that Jordan Belfort was saying he was merely telling the truth about people and their motives/intentions. What stood out to me the most with this book is actually how much it has helped me meliorate in sales. At first I thought I would read the book and get nothing out of information technology. Merely the book proved me incorrect and helped in ways I would have never thought of.
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I'm now enlightened of several vital concepts such as action and pain thresholds and how to try to lower them. Of course, the tone of voice and body linguistic communication play a crucial
A good volume with some interesting ideas regarding the "Straight Line Selling" system. At the same time, I felt like the writer is trying to sell me the book. Non so impressed by Belfort's writing way. Also, information technology felt a niggling repetitive at times and I was debating in my head whether I have to turn the book back or keep reading.I'thou now aware of several vital concepts such as activity and hurting thresholds and how to effort to lower them. Of class, the tone of voice and trunk language play a crucial part equally well. It'due south very important to have a script and every bit the author states, every auction is the same.
Overall, I do not regret the journey with Belfort simply in my opinion, there're more engaging books on sales.
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Firstly, the book was full of fillers to fill the overly diluted 242 pages. These fillers constituted of endless repetitions of his technique, followed by vague explanatio This book was severely disappointing for me. I read this book with the impression that it would assistance strengthen my persuasion skills and help me exist as confident as his Leonardo counterpart. Yet, this book turned out to exist merely some other generic "get-rich-quick-with-my-super-surreptitious-recipe" book with no real content to offer.
Firstly, the volume was total of fillers to make full the overly diluted 242 pages. These fillers constituted of countless repetitions of his technique, followed by vague explanations that merely focused on quantity over quality. He would give you lot bulleted points of what you had merely read, over and over over again in hopes of filling upwards his pages.
However, the tone of writing itself was incredibly immature. I bought this book with peachy expectations from "The Jordan Belfort". But it rapidly became evident that I had made a mistake. For case, he started off his offset chapter by establishing how he's the all-time, a natural, a magician, and he's merely imparting us with the greatest sales gift always.
Lastly, the chief crux of the book itself was a hoax, for information technology constituted of generic business communication techniques such as having a good posture and using adept tonality in club to sell. This felt condescending, for the author felt that the readers are so incompetent that they wouldn't know basic techniques.
Conclusively, I would non recommend this volume ever. I was counting the pages left - a do that I myself despise. ...more
I'm the Wolf of Wall Street. Remember me? The one who Leonardo DiCaprio played on the silver screen, the one who took thousands of immature kids, who could barely walk and chew mucilage at the same time, and turned them into world-class closers using a seemingly magical sales training organization called the Straight Line? The 1 who tortured all those panic-stricken New Zealanders at the finish of the pic considering they couldn't sell me a pen the right manner? You reme
Read the full review at my blog Digital AmritI'm the Wolf of Wall Street. Remember me? The 1 who Leonardo DiCaprio played on the silver screen, the ane who took thousands of immature kids, who could barely walk and chew glue at the same time, and turned them into globe-form closers using a seemingly magical sales training organization called the Directly Line? The one who tortured all those panic-stricken New Zealanders at the end of the motion picture because they couldn't sell me a pen the right way? Yous think.
What is the volume about?
Style of the Wolf: Get a Master Closer with Straight Line Selling is written by Jordan Belfort, the Wolf of Wall Street.
Jordan Belfort explains his Straight Line Selling organization in this volume. This is the organization that he used when he was making millions at Wall Street. And this is the same system that he is teaching at seminars later his conviction and parole. His explanation is clear for the most role. As a result, I found this volume to be incredibly informative and insightful about the sales process.
What does this book cover?
Style of the Wolf has twelve chapters.
Hashemite kingdom of jordan Belfort talks well-nigh the genesis of his Directly Line System in the kickoff two chapters. He so gets into the specifics over the side by side x chapters. Some of these specifics are
-The importance of the first impression and how to arrive count
-The importance of self-belief
-Getting into the groove where you lot are set up to sell
-Torso language and what works
-Sales funnel and qualification
-The conversations with the prospect
-Sales scripts and how they exponentially improve selling
-Fine art and science of looping i.e. handling objections
Read the full review at my blog Digital Amrit
...more There are no characters, the plot doesn't exist, and it doesn't exactly compare to any other book you might read. It'south one of a kind, literally explaining every single piddling item when information technology comes to closing a deal, called the Straight Line System. The fact is, this book really won't matter to anyone who doesn't crave the knowledge information technology provides, merely for someone who's in demand of an empowering kick, fifty-fifty if y'all don't demand to know annihilation about sales, the power for which Belfort writes with is absolutely astonishing.
When it comes to controversy, Belfort fabricated his living ripping off the rich, and so many people see his books as criminal stories, and with this volume being and then new, the simply way that I tin think of this book as, "criminal" is when Belfort explains that his system can be "too effective." I don't quite believe this, only I gauge that's where the controversy comes into play.
Overall, the volume was an empowering read, just I wouldn't propose it to anyone who reads for enjoyment. It isn't exactly the most climatic book or intriguing novel. Information technology is purely informational. I enjoyed information technology though.
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This volume is not for everyone, but if yous are interested in selling, persuasion techniques, telemarketing tips and overall inspiration towards believing in something and coming beyond with that message, I call up you will enjoy this book.
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While reading the volume, I generally skipped (or at least skim read) annihilation in categories One and 2 well-nigh Belfort's glory days or his
This volume contains three kinds of content: One, Belfort telling stories about his days at Stratton Oakmont and teaching the "Strattonites" to be sales gods. Two, Belfort trying to sell other products like BoomBoom (an energy smelling inhaler thing) and of course his own in-home and online sales trainings. Three, Belfort'southward linguistic communication and tonality in sales encounters.While reading the volume, I mostly skipped (or at least skim read) annihilation in categories One and Two about Belfort'due south glory days or his sponsored products. For case, Chapters 5 and 6 are a consummate digression from the main body of the book, at the terminate of which Belfort includes a link to the BoomBoom product. So obvious was the digression even to Belfort himself that Chapter 7 begins with, "Permit's option upwards right where we left off in Affiliate four."
Withal, I did observe at that place was some good content in category Three almost Belfort's language and tonality. For me personally, the nigh helpful $.25 were about (1) Opening and (2) Looping.
one. Opening
Belfort'due south principal tip for opening the phone call is to keep things informal and friendly. Being too formal comes off as "salesy."
"A salesperson should never accost their prospect in an overly formal way; instead, the salesperson should address the prospect in the mode they would respectfully address a friend."
Here's an example of bad linguistic communication for your opening line: "Hi, my proper noun is Nib Peterson, from the Acme Travel Company. I'thou looking for Mr. John Smith. Is he home?"
Hither's an example of good linguistic communication, keeping it elementary: "Hullo, is John at that place?"
Then once John says, "Yeah, this is John," you tin can introduce yourself and say where you lot're calling from, but still non overly formal and not besides much information:
"Hi, my proper noun is Nib Peterson, calling from Acme Travel Company in Beverly Hills, California. How are you today?"
The most important thing to remember is your tone, especially as you raise your vocalism with an inflection as y'all ask the question at the end. The tone should be upbeat, and say without maxim, "I care; I actually want to know."
If you exercise your opening correct, then Belfort says the prospect should create the following first impression nearly you:
-Sharp equally a tack
-Enthusiastic as hell
-An expert in your field
2. Looping
"Looping" is the secret to the back half of the sale, i.e., subsequently yous've asked for the club for the first time and gotten your first objection.
"The sale doesn't truly begin until later on your prospect hits you with the start objection."
Allow's say, for example, our prospect says, "It sounds interesting. Allow me think nearly it."
Your response, according to Belfort, should be: "I hear what yous're saying, merely let me ask y'all a question. Does the idea make sense to you? Do you similar the idea?"
Your tone for this response should be: hypothetical and coin-aside.
And if you've sold with any effectiveness, the prospect will admit that the product mostly makes sense and he/she likes information technology for 1 reason or some other.
Which is when you have the opportunity to complete the loop back into selling the product, focusing on anywhere in the prospect's response where something either didn't make sense or something they didn't similar, using this transition:
"Exactly—it really is a great purchase downwardly hither! In fact one of the true beauties hither is …"
And and so y'all tin focus downward on any of the prospect's uncertainties, later which yous will ask for the order once again, and so, if given another objection, yous can echo the looping blueprint, until you ask for the order and the prospect says yep.
3. Decision
It's the goal of Belfort'southward "Straight Line Arrangement" to become the prospect to a 10 on each ane of "The Three Tens," in which case the prospect will nearly definitely purchase (assuming away certain contingencies like high activeness threshold, etcetera).
The Three Tens (a "ten" represents absolute certainty in the prospect) are as follows:
-Production
-Yous
-Company
For my personal sales strategy, Belfort'southward advice on Opening and Looping were the most successful to increment my prospects' Three Tens.
This book was a decent read, but considering of categories One or Two that I mentioned in a higher place, I probably wouldn't recommend this book as #1 for a salesperson trying to improve their skills.
...more
He teaches ane how to utilize the Three Tens to influence a client. He discusses the 5 core elements of the Straight Line Syste
Bestselling author and "The Wolf of Wall Street", Hashemite kingdom of jordan Belfort, shares step-past-step instructions on using his very successful Straight Line System for any business, industry and even your personal life. He notes that you practice not have to be in sales to use this system. You can employ it from selling your bang-up qualities in a job interview to selling anyone on a neat thought.He teaches one how to employ the Iii Tens to influence a customer. He discusses the v core elements of the Straight Line Organisation and notes the iii things that "absolutely must come beyond in the first iv seconds of an encounter with a client". There are many other bang-up factors to consider of which he includes examples and links to his website.
See my complete review at The Eclectic Review .
...more straight line system
tonality
the importance of script
A serial of qs to get to know the people, "where do you lot live","how long take y'all been living there" "do you like the neighbourhood""are you married or single", "do you have whatever children""what kind of work do you do",, ,, "a
straight line organisation
tonality
the importance of script
A series of qs to get to know the people, "where do you live","how long have you been living at that place" "practice y'all like the neighbourhood""are you lot married or single", "do yous take any children""what kind of work exercise you do",, ,, "are yous self employed, or work for others"
Rejection is the beginning of sales
money is cypher more than stored free energy. tons of wonderful benefits out with a small-scale energy in. solve the client'due south trouble
sounds fair enough? as the closing
the prospect's certainty of your product; certainty of you; certainty of company; action threshold; hurting threshold
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Source: https://www.goodreads.com/book/show/32920300-way-of-the-wolf
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