I just finished listening to Way of the Wolf: Straight Line Selling: Master the Art of Persuasion, Influence, and Success for the second time on Audible. This book covers so much that you’ll probably want to go through it multiple times. In this book Jordan Belfort reviles his Straight Line sales technique.
Before this book I believe you had to pay around $2,000 to learn the Straight Line system. In a nutshell, the system takes you from beginning to end following along a figurative straight line. He explains the steps needed to ensure your sales meetings, calls and presentations stay on point.
His three 10’s strategy covers the most important aspects of any sale. Whether you’re selling a stick of gum, insurance, real estate, a multi-million dollar jet or someone on an idea. Psychology plays a huge role in everyone’s decision making process. The three 10’s system helps you to uncover whats holding your customers back consciously and subconsciously. He then provides workable strategies to help you overcome any and all sales objections.
I really enjoy books that dive into the human psyche and expose internal traits that we all have. As we begin to understand how and why people act, its possible to turn that information into power. For example one of the subjects covered in the Way of the Wolf book is how human beings respond to fear.
As Jordan explains, this external fear based system (that we all have) is what keeps us out of trouble and subconsciously directs some aspects of our life. At some level, every decision we make gets filtered through our fear system.
First impressions definitely play into how someone perceives you and if there’s anything to fear. Chapters 3 and 4 go over first impressions, body language and tone. These are all aspects that can help us to lower someones guard during a sales presentation. As Jordan explains, the way we present ourselves ultimately leads up to us being perceived as a novice or an authority in our field.
Chapters 5 and 6 touch on our mental state. These chapters go over those internal conversations that we all have with ourselves and how to break the conditioning of past failures and mistakes. Here Jordan explains the mental state we should be in to take on even the toughest customers.
Chapters 7 and 8 take you through advanced tonality and body language.
The art of prospecting is up next and it goes over the famous “Sell me this pen” line featured at the end of Wolf of Wall St. If you’re anything like me, you really want to know the strategy behind this. What I learned, is that its not about selling the pen, but more about discovering your customers needs.
As explained by Jordan, some sales people may become discouraged as lead after lead rejects them. In some cases the potential customer will not buy regardless of how much time you spend with them simply because they don’t need the product or service being offered.
The 10 rules of Straight Line prospecting show you how to ask strategic questions designed to help identify potential customers that may be good fit.
Chapter 11 goes over the art and science of making world class sales presentations. This chapter is all about charisma. As Jordan explains, not all people are born with charisma while others seem to have the innate ability. Jordan breaks charisma down into its 3 core elements.
The final chapters cover how to overcome objections and an overview of the Straight Line sales technique. I have to say, there’s a substantial amount of information in this book that I didn’t know. I hate getting half way through a book only to discover the author is simply reiterating common sense.
Scientific data, psychological studies and real world sales experience have helped Jordan Belfort zero in on why people act the way the do during a sales call or presentation. He’s talken that knowledge and helped countless individuals become millionaires and achieve a better way of life.
You don’t have to be in sales to benefit from this book. The strategies, concepts and raw data shared throughout the Straight Line system can help you to understand why people act the way they do and how to better service their needs regardless of what industry you’re in.
I recommend that you pick up a copy of Way of the Wolf: Straight Line Selling: Master the Art of Persuasion, Influence, and Success today at Amazon. I purchased the Audible version so I can listen while driving, working around the house and even while I’m in the shower.
Great book! Audible version read by the author.
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