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Some will say no, which is fine. In fact, it is an important aspect of th straight line system, that we don’t want to be making a full-blown sales presentation to someone who is not interested in buying what we’re selling.
The Way of The Wolf on Apple Podcasts The Way of The Wolf on Apple Podcasts
Using the word “so” is an important thing called a justifier to ensure the buyer knows why you’re asking them these questions. c. NLP and Anchoring State- NLP anchoring means that humans can choose how they want to feel at a particular moment. The two core elements, of which are under a person’s conscious control. Use certain key phrases that paint a picture that runs counter to the worries and concerns that a typical high–action – threshold prospect ruminates on. Some examples of this are: ”I’ll hold your hand every step of the way”… “We pride ourselves on long-term relationships”… “We have blue – chip customer service While definitely worth experimenting with, I think very specific tactics like this will vary person to person. With that said, the framework of sales as I’ll describe below made perfect sense to me the first time I read it, and I’m excited to begin testing it to see how it might work.
Always remember, it’s your words that move a prospect logically, and it’s your tonality that moves your prospect emotionally. On 1,2,3 you must ensure you get the prospect to a level of certainty on both a logical and emotional level. 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?”
The way of the wolf. Family units, travels, and territories The way of the wolf. Family units, travels, and territories
But the worst part of all was that I knew I had no one to blame but myself. I had taken a God-given gift and misused it, and I had taken an amazing discovery and bastardized it. And within the 3 types of certainty, there are two types of certainty that you need to inject into the sales process. Two types of certainty Logical Certainty When he took over Stratton Oakmont, Belfort knew that his sales staff would do a better job of selling if they acted and felt confident.If someone has a low action threshold, they only need to be an 8/10 on #1, #2 or #3 to buy. Someone who is very hard to sell to is one that has a very high action threshold and would need to be at a 9.5+ / 10 for a sale to happen. Build rapport by asking questions and using a friendly, interested tone and body language (more on this in Chapters 4 and 7-8). As you go through your new loop, increase your certainty ever so slightly until half way through where you are speaking at peak confidence If you’ve ever seen the incredibly stylish and debauched film “The Wolf of Wall Street,” you might understand why a book written by Jordan Belfort seemed so appealing to me at first. Now I’m not a reader, infact, I have probably finished 2 books in my life (because I was forced to in English haha) but this had me hooked from start to finish! We use this process at work in a simplified form. Amazing explanations and working examples and it can be applied to any sales situation! A must read
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