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He stumbled into his current career path by accident, defying expectations that he would be a failure due to his hyperactive nature. With the right persuasion techniques, it is possible to generate wealth. The result can cause an upheaval in Wall Street! Pinpoints – Way Of The Wolf Book Summary 1. Sales Skills are valuable to everyone Every sale is the same because despite all of the individual stuff, the same 3 key elements all have to line up in any prospect’s mind before you can have a shot at closing them. rapport is not a constant; it goes up and down throughout the sale, depending on the following two things:
Way of the Wolf: Straight line selling: Master [PDF] [EPUB] Way of the Wolf: Straight line selling: Master
Way of the Wolf gives us excellent examples that it is all about our journey to reach the goal and stress can make the journey more difficult to reach the end. It means that you speak well so that among other person’s in the room you catch hold their attention. On calls, it’s 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 3+ months Please don’t misconstrue my enthusiasm for pressure, I just know this will help you. Let me do this, I’ll send you some info and let you sit with it. Let’s chat again next week?”
E.g. I know you said before that you’re worried about XYZ, given how things are going where do you see the business a year from now? 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?” Logical certainty is based on the words you say. Does the case make sense on an intellectual level? Talking about facts and figures, features and benefits, and the long term value proposition. In other words, from a sober, emotionless perspective does the idea or thesis that you’ve presented to them make sense. Does your product or service fill their needs
Way of the Wolf: Straight line selling: Master the art of
Every product or service will have its own predetermined sales cycle that has a set number of days between calls. At a certain point, when a prospect has exceeded the outer limit for the number of days between calls, the lead goes into a dead pile, which eventually gets redistributed to someone else in the sales force after the appropriate amount of time Your questions should be used to validate if you can actually help the buyer and that the buyer can afford the solution you are selling to them. The Straight Line Selling System consists of four key elements: the Opening, the Rapport, the Script, and the Close. Belfort breaks down each component, providing practical tips and techniques for implementing them effectively. He highlights the significance of tonality, body language, and mirroring to establish a connection with the customer and gain their trust. After outlining his system in the opening chapters, Belfort discusses tools and techniques to move a sales conversation through the four Straight Line steps (control, rapport, information gathering, presentation) mentioned at the start of Chapter 2. The first tools are tone of voice and body language. For every decision, your certainty about what to do falls somewhere on a scale of 1-10, with 1 as most uncertain and 10 as totally certain. As you work through information and emotions, your certainty moves up or down on the scale.
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Use Metaphors or examples here, or try to link it to credible high profile customers that use your product or endorse it to increase certainty
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