Way of the Wolf

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

by Jordan Belfort

Number of pages: 256

BBB Library: Sales and Marketing, Communication

ISBN: 978-1501164286

About the Author

Jordan Belfort has acted as a consultant to more than fifty public companies, and has been written about in virtually every major newspaper and magazine in the world, including The New York Times,The Wall Street Journal,Los Angeles Times,The Times(London),etc. His two international bestselling memoirs,The Wolf of Wall Street and Catching the Wolf of Wall Street, have been published in over forty countries and translated into eighteen languages.

Editorial Review

For the first time ever, Jordan Belfort—immortalized by Leonardo DiCaprio in the hit movie The Wolf of Wall Street—opens his playbook and gives readers access to his exclusive step-by-step system—the same system he used to create massive wealth for himself, his clients, and his sales teams. Belfort is ready to unleash the power of persuasion to a whole new generation of readers, revealing how anyone can bounce back from devastating setbacks, master the art of persuasion, and build wealth. Every technique, every strategy, and every tip has been tested and proven to work in real-life situations.

Book Reviews

“Way of the Wolf is the best book on sales that I have read so far.As far as the content is concerned, Jordan Belfort’s system is well articulated and structured. Every aspect of the system is detailed out with examples. Along with these numerous real life examples, there are plenty of dos and donts.”—Digital Armit

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Wisdom to Share

Selling applies to all people, and all aspects of life, both business and personal. We’re always trying to convey our thoughts, hopes, and dreams in a way that not only moves people to take action, but also get us what we want in life.

Despite all that individual differences in needs, beliefs, values, objections, and pain points, the same three key elements still have to line up in any prospect’s mind before you have a shot at closing them.

The important thing to remember is that the prospect’s presence at whatever level doesn’t directly translate into a better or worse chance of closing. Their current state of certainty is just current and they’re eagerly waiting to be influenced by you.

Human beings don’t buy things they think will make their lives worse. They buy things they think will make their lives better.

If your prospect doesn’t trust you, then there’s absolutely no way they’re going to buy from you—no matter how certain they are about your product.

Prospects always enter the encounter with a preconceived notion about you, the product and the company.

When a prospect is feeling logically certain about your product; they can go from start to finish and connect all the dots in the logical case you’ve made without finding any holes in your story.

Every conversation, every sales call, every interaction between two humans follows the same basic pattern: A straight line.

When you’re in control, you’re the one doing the talking and your client is listening.

Pain is the most powerful motivator of all. It creates urgency, which makes it the perfect vehicle for closing these toughest sales.

If you make a negative first impression, it takes eight subsequent positive impressions to erase that one.

Even if you’re not an expert yet, you need to be “acting as if”, while you educate yourself as fast as possible, to close the knowledge gap.