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A review by greden
Way of the Wolf: Become a Master Closer with Straight Line Selling by Jordan Belfort
5.0
Probably the best book on influence/sales I've read.
Considering how the author is the man that was portrayed in the Wolf of Wallstreet, everything he has to offer in terms of how to sell should be taken with a huge batch of salt.
The problem rookie salesmen get tangled up with is taking objections from the prospect literally, addressing each of the objections, which just leads to more objections. Belfort, on the other hand, wants us to not get caught up in the smokescreen, and deal with the root cause of the objection, namely that they lack trust in the 1) Product, 2) Salesman, 3) Company. When you're hit by an objection, you do what's called "looping," building up rapport and trust, making the benefits of the product outweigh the risk, decreasing the threshold of investing and increasing the pain threshold.
Everything you say should be designed to move the prospect further among an imaginary line toward the sale. You need to take control of the sale immediately and project yourself as an expert. Otherwise, the sale ends up in Plato or your anus, where the sale has gone off course and not making any progress.
Belfort offers advice on building rapport, such as pacing. You ought to meet the prospect where they are at in terms of energy and enthusiasm, and then lead them into where you want them to go. We tend to build rapport when the other person matches our way of speech, tonality, and body language. Some people mirror the other person, basically copying their body language. This is creepy. Wait a couple of seconds before it feels natural.
Other tips that stood out to me on building rapport are keeping 70% eye contact, and squaring up with the opposite sex, whereas with the same sex you keep a slight angle to relieve pressure.
Not only do you communicate scarcity of your product, but you should communicate scarcity of information of what you're saying by using a "power whisper." Throwing in occasional whispers is a great way of building trust, rapport and making what you're saying a lot more powerful.
Belfort puts a large emphasis on tonality and body language in order to influence. You have to simultaneously make sense of their logical part, as well as their emotions. What you say applies to their logical brain, and how you say it applies to their emotions. Both are critical to making the sale.
Use scripts. Belfort uses Mel Gibson's speech from Braveheart as an example. It sounded badass and motivating, and it was scripted. If Mel Gibson would have just winged it, it wouldn't be nearly as good. When you use scripts you can put more of your focus into the tonality.
Tons of good information, this is a resource I will return to.
Considering how the author is the man that was portrayed in the Wolf of Wallstreet, everything he has to offer in terms of how to sell should be taken with a huge batch of salt.
The problem rookie salesmen get tangled up with is taking objections from the prospect literally, addressing each of the objections, which just leads to more objections. Belfort, on the other hand, wants us to not get caught up in the smokescreen, and deal with the root cause of the objection, namely that they lack trust in the 1) Product, 2) Salesman, 3) Company. When you're hit by an objection, you do what's called "looping," building up rapport and trust, making the benefits of the product outweigh the risk, decreasing the threshold of investing and increasing the pain threshold.
Everything you say should be designed to move the prospect further among an imaginary line toward the sale. You need to take control of the sale immediately and project yourself as an expert. Otherwise, the sale ends up in Plato or your anus, where the sale has gone off course and not making any progress.
Belfort offers advice on building rapport, such as pacing. You ought to meet the prospect where they are at in terms of energy and enthusiasm, and then lead them into where you want them to go. We tend to build rapport when the other person matches our way of speech, tonality, and body language. Some people mirror the other person, basically copying their body language. This is creepy. Wait a couple of seconds before it feels natural.
Other tips that stood out to me on building rapport are keeping 70% eye contact, and squaring up with the opposite sex, whereas with the same sex you keep a slight angle to relieve pressure.
Not only do you communicate scarcity of your product, but you should communicate scarcity of information of what you're saying by using a "power whisper." Throwing in occasional whispers is a great way of building trust, rapport and making what you're saying a lot more powerful.
Belfort puts a large emphasis on tonality and body language in order to influence. You have to simultaneously make sense of their logical part, as well as their emotions. What you say applies to their logical brain, and how you say it applies to their emotions. Both are critical to making the sale.
Use scripts. Belfort uses Mel Gibson's speech from Braveheart as an example. It sounded badass and motivating, and it was scripted. If Mel Gibson would have just winged it, it wouldn't be nearly as good. When you use scripts you can put more of your focus into the tonality.
Tons of good information, this is a resource I will return to.