{"id":1966,"date":"2020-09-13T06:27:35","date_gmt":"2020-09-13T06:27:35","guid":{"rendered":"https:\/\/www.sitrakaratsimba.com\/?p=1966"},"modified":"2023-09-13T09:28:49","modified_gmt":"2023-09-13T09:28:49","slug":"the-way-of-the-wolf","status":"publish","type":"post","link":"https:\/\/www.sitrakaratsimba.com\/fr\/the-way-of-the-wolf\/","title":{"rendered":"The way of the wolf"},"content":{"rendered":"
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The way of the wolf<\/h1>\r\nIn the way of the wolf, Jordan Belfort reminds us that with great power comes great responsibility. He warns you firsthand.<\/span>\r\n\r\nThis book gives you power so you might as well use it responsibly. Jordan is gifted as he claims, gifted with the ability to sell anything to anyone. If he were a superhero, training salespeople would be his superpower, and there\u2019s not a soul on the planet who does it better than him. A bold claim<\/span>\r\n\r\nYou may wonder whether you need this book on sales or not. But \u201cEven if you\u2019re not in \u201csales,\u201d you still need to become at least reasonably proficient at sales and persuasion. Otherwise, you\u2019re going to find yourself living a severely disempowered life. Selling is everything in life. In fact, either you\u2019re selling or you\u2019re failing.\u201d<\/span>\r\n\r\nBy providing you with a simple, proven way to master the art of communication, you\u2019ll be able to move through life with far greater personal power and live a far more empowered life.<\/span>\r\n\r\nSo here’s a brief summary of the way of the wolf, by Jordan Belfort<\/strong><\/a>.\r\n\r\n \r\n\r\n\"the\r\n\r\n \r\n

The way of the wolf Chapter 1: CRACKING THE CODE FOR SALES AND INFLUENCE<\/b><\/h2>\r\nEvery sale is the same. While many people would disagree with this bold statement, Jordan Belfort affirms with absolute certainty that every sale is the same.<\/span>\r\n\r\nTo him, three key elements must line up in a prospect\u2019s mind before you have a shot at closing them. That\u2019s why he says that every sale is the same.<\/span>\r\n

The three tens<\/b><\/h3>\r\nJordan Belfort calls the three core elements the three tens\u2014with the context being a prospect\u2019s current state of certainty on a scale from one to ten.<\/span>\r\n\r\nThe three tens are composed of<\/span>\r\n

1- The product, idea, or concept<\/b><\/h4>\r\nYour prospect must be absolutely certain that they love your product, or as we like to say with the Straight Line System, your prospect must think it\u2019s the best thing since sliced bread!<\/span>\r\n\r\n\u00a0<\/span>\r\n\r\nA 10 on the certainty scale means your prospect absolutely loves your product, and they\u2019re damn sure of it.<\/span>\r\n\r\nA 1 on the certainty scale: your prospect absolutely despises your product, and it\u2019s going to be difficult to change their mind.<\/span>\r\n\r\nHuman beings don\u2019t buy things that they think will make their lives worse; they buy things that they think will make their lives better.<\/span>\r\n\r\n\u201cIn consequence, when you ask for the order, if your prospect thinks that your product is shit then you have absolutely no chance of closing them. Conversely, if they think the opposite is true\u2014that your product is the best thing since sliced bread\u2014then you have an excellent chance of closing them.\u201d<\/span>\r\n\r\nNow, if a prospect is at a 10 on the certainty scale, will she buy from you? While many people would say \u201cyes\u201d, the answer is \u201cmaybe\u201d. Maybe yes, maybe not<\/span>\r\n\r\nAnd here comes the second part of the three tens: trust. If your prospect doesn\u2019t trust you, then there\u2019s absolutely no way they are going to buy from you. How certain they are about your product doesn\u2019t necessarily involve a buying situation.<\/span>\r\n

2- You, trust and connect with you<\/b><\/h4>\r\nDo they think you\u2019re a likable, trustworthy person, who is not only an expert in your field but also prides yourself on putting your customer\u2019s needs first and making sure that if any problems arise you\u2019ll be right there on the spot to resolve them? That would be a 10 on the certainty scale.<\/span>\r\n\r\nThere is also a varying degree of certainty for how people trust you or not.<\/span>\r\n\r\nNow, with those two elements combined, will a prospect buy from you? By now, you might\u2019ve understood it; still not. Why? Let me ask you a question: What if your prospect doesn\u2019t trust the company you work for?<\/span>\r\n

3- The prospect must trust and connect with the company<\/b><\/h4>\r\nA company with a questionable reputation is likely to lose customers in the same way that it won\u2019t attract new ones.<\/span>\r\n\r\nIn fact, this is why it\u2019s so much easier to sell to existing customers than to new ones, even if you don\u2019t have a personal relationship with them. The fact that they have an existing relationship with your company means that the third Ten has already been established, leaving you with only the first and the second Tens to address.<\/span>\r\n

Two types of certainty<\/b><\/h3>\r\nThere are two types of certainty: logical and emotional.<\/span>\r\n\r\nLogical certainty is based on actual facts, figures, features and benefits etc. while emotional certainty is more based on a gut feeling that something must be good.<\/span>\r\n\r\nPeople don\u2019t buy on logic; they buy on emotion, and then justify their decision with logic.<\/span>\r\n\r\nHence, the two types are both important\u2014and they\u2019re both absolutely crucial if you want to close at the highest level.<\/span>\r\n

The way of the wolf Chapter 2- INVENTING THE STRAIGHT LINE<\/b><\/h2>\r\n

Goal oriented-communication<\/b><\/h3>\r\nEvery word, every phrase, every question you ask, every tonality you use; every single one of them should have the same ultimate goal in mind, which is to increase the prospect\u2019s level of certainty as much as humanly possible, so that by the time you get to the close, he\u2019s feeling so incredibly certain that he almost has to say yes. That\u2019s your goal. \u201cIn fact, think of this as goal-oriented communication,\u201d<\/span>\r\n\r\nTo apply this, remember when we talked about the three tens in Chapter 1.<\/span>\r\n\r\nJordan Belfort highlights two more elements that constitute the straight line system: lower the action threshold and raise the pain threshold.<\/span>\r\n

The five core elements of the straight line system<\/b><\/h3>\r\nIn sum, the five core elements of the straight line system as discussed in the way of the wolf are:<\/span>\r\n\r\n1. The prospect must love your product.<\/span>\r\n\r\n2. The prospect must trust and connect with you.<\/span>\r\n\r\n3. The prospect must trust and connect with your company.<\/span>\r\n\r\n4. Lower the action threshold.<\/span>\r\n\r\n5. Raise the pain threshold.<\/span>\r\n

Action threshold<\/b><\/h3>\r\nIt\u2019s a threshold the prospect must cross over before he or she feels comfortable enough to buy. In other words, the action threshold is the collective level of certainty that a person needs to be at before they feel comfortable enough to buy. Prospects have beliefs, experiences that create a threshold of certainty. We refer to people who are very easy to sell to as having a low action threshold; and we refer to people who are very difficult to sell to as having a high action threshold. Most importantly, a prospect\u2019s action threshold is malleable; it is not set in stone. This implies that if you can lower a person\u2019s action threshold, then you can turn some of the toughest buyers into easy buyers.<\/span>\r\n

The pain threshold<\/b><\/h3>\r\nThis is the last core element of the straight line system and it\u2019s for the toughest customers who\u2019re not inclined to buy, even after you lowered their action threshold. Pain is the most powerful motivator of all. Pain creates urgency.<\/span>\r\n\r\nWhat the Straight Line System can do, once you become reasonably proficient at it, is get you to a point where you can close anyone who\u2019s closable.<\/span>\r\n

The way of the wolf Chapter 3- THE FIRST FOUR SECONDS<\/b><\/h2>\r\nIt takes only a quarter of a second for a prospect to make an initial decision about you when you meet them in person.<\/span>\r\n\r\nActually, it happens in less than four seconds over the phone, and in only a quarter of a second when you\u2019re in person. That\u2019s how fast the brain reacts.<\/span>\r\n\r\nTo be clear, though, even when you\u2019re in person, it still takes four seconds before a final judgment gets made. The difference is that the process starts sooner when you\u2019re in person\u2014literally from the first moment the prospect lays eyes on you.<\/span>\r\n\r\nThere are three things you need to establish in those first four seconds of an encounter if you want to be perceived in just the right way:<\/span>\r\n\r\n1 Sharp as a tack<\/span>\r\n\r\n2 Enthusiastic as hell<\/span>\r\n\r\n3 An expert in your field<\/span>\r\n\r\nIf you\u2019re in sales, stop believing in the \u201cdon\u2019t judge a book by its cover\u201d. Each and every one of us judges books by their covers. It\u2019s basically hardwired into our brains; and it\u2019s not just an American thing; it\u2019s also an Australian thing, a Chinese thing, a Brazilian thing; an Italian thing\u2014it\u2019s a human thing. It exists everywhere in the world, and crosses all cultural boundaries.<\/span>\r\n\r\nHow you are perceived will carry through to every part of the sale, but it starts in the first four seconds. If you screw that up and make a negative first impression, then you basically have no chance of closing the deal.<\/span>\r\n

Sharp as a tack<\/b><\/h3>\r\nIn essence, you have to sound and act like someone who can help the prospect fulfill their needs and desires. To achieve lasting success, you must actually become an \u201cexpert in your field,\u201d so that you do, indeed, know what you\u2019re talking about. You can\u2019t just talk the talk; you also have to walk the walk.<\/span>\r\n

Enthusiastic as hell<\/b><\/h3>\r\nThis sends a subliminal message to your prospect, telling them that you must have something great to offer. You must sound upbeat, enthusiastic, and full of energy, and be a positive influence in their lives.<\/span>\r\n

An expert in your field<\/b><\/h3>\r\nYou have to be an expert in your field\u2014an authority figure and a force to be reckoned with. Convince the prospect that you are a highly competent, ultra knowledgeable professional by coming off as a world-class expert in your field, right out of the gate.<\/span>\r\n

The way of the wolf: Show them you\u2019re worth listening to<\/b><\/h3>\r\n1. Get to the point quickly<\/span>\r\n\r\n2. Do not waste the prospect\u2019s time<\/span>\r\n\r\n3. Have a solution to their problem<\/span>\r\n\r\n4. Be an asset to them over the long-term<\/span>\r\n\r\n \r\n\r\n\"the\r\n\r\n\u00a0<\/span>\r\n

The way of the wolf Chapter 4- TONALITY AND BODY LANGUAGE<\/b><\/h2>\r\nYou know by now that the first four seconds are crucial. Since a substantial portion of communication takes place over the phone nowadays, how do you ensure that you\u2019re being perceived the right way when your prospects can\u2019t even see you? The answer is your tone of voice.<\/span>\r\n\r\nOn the flip side, if a sales encounter takes place in person, then a second communication modality comes into play, working hand-in-hand with tonality to help us get our point across. We call this second modality body language.<\/span>\r\n\r\nIn unconscious communication, tonality and body language play major roles in how we get our point across\u2014both while we\u2019re talking and as we\u2019re listening.<\/span>\r\n\r\nUse enthusiasm to create massive emotional certainty in our prospect\u2014meaning, they get an overwhelming sense that whatever product we\u2019re selling simply must be good.<\/span>\r\n\r\nRemember to never stay in any one tonality for too long or else the prospect will become bored\u2014or in scientific terms, habituate\u2014and ultimately tune out.<\/span>\r\n

Conscious and unconscious<\/b><\/h3>\r\nYour unconscious mind is 200 million times more powerful than your conscious counterpart. You see, not only is your unconscious mind responsible for regulating all your bodily functions; it also acts as the central depository for all your memories.<\/span>\r\n\r\nSo, at the end of the day, whether it\u2019s in person or over the phone, the strategies you employ and the outcomes you desire will always be the same: you\u2019ll use words to influence your prospect\u2019s conscious mind, and tonality and body language to influence their unconscious mind.<\/span>\r\n

The way of the wolf Chapter 5: STATE MANAGEMENT<\/b><\/h2>\r\nJordan Belfort refers to state management as a way to temporarily block out any troubling thoughts or emotions that might normally make you feel negative\u2014thereby allowing yourself to maintain a positive state of mind.<\/span>\r\n\r\nWhen you\u2019re in an empowered state\u2014like \u201ccertainty,\u201d for instance\u2014then you\u2019re able to access your internal resources, which then sets you up for massive success. Conversely, when you\u2019re in a disempowered state, you\u2019re blocked from accessing your internal resources, and you\u2019ve set yourself up for massive failure.<\/span>\r\n

How to manage your state?<\/b><\/h3>\r\nJordan Belfort then talks about NLP or Neuro-linguistic programming. NLP\u2019s basic premise is that the human brain functions similarly to a computer and hence can be programmed as such to make near instant changes to certain key behavioral patterns. Yet, before you can make any changes, you need to know two important things first:<\/span>\r\n\r\n\u00a0 .\u00a0 \u00a0 \u00a0 \u00a0<\/span>How to write code for the human brain<\/span>\r\n\r\n\u00a0 \u00a0.\u00a0 \u00a0 \u00a0 <\/span>What type of software to embed the code in<\/span>\r\n\r\nThe basic premise of NLP anchoring is that human beings have the ability to choose how they feel at a particular moment in time, as opposed to it being chosen for them by what\u2019s going on in their surrounding environment or their personal life. In other words, we can be proactive when it comes to choosing our emotional state, as opposed to reactive, which is what most human beings have been conditioned to think, is our only choice.<\/span>\r\n

How to live a more empowered life<\/b><\/h3>\r\nNLP\u2019s first leap of logic was based on the idea that human beings could proactively manage their emotional state with near 100 percent success by directing their focus and their physiology in a specific way.<\/span>\r\n\r\nThere are two core elements of NLP that helps you manage your state<\/span>\r\n

What you choose to focus on<\/b><\/h3>\r\nIn essence, at any particular moment, you have the ability to choose the precise direction of your focus; and based on that choice, you\u2019ll fall into a state that\u2019s congruent with what you\u2019ve chosen to focus on.<\/span>\r\n

Your current physiology<\/b><\/h3>\r\nAs Tony Robbins said \u201cmotion creates emotion\u201d. Our posture and our physiology affect the way we feel.<\/span>\r\n\r\nThe most common state that salespeople will try to set an anchor for is a state of absolute certainty, and the most common anchor they\u2019ll choose to try to link it to is a combination of shouting the word \u201cyes\u201d and simultaneously clapping their hands.<\/span>\r\n\r\nPeople also read:\r\n\r\nNever split the difference summary<\/strong><\/a><\/span>\r\n\r\nBuilding a storybrand<\/strong><\/a><\/span>\r\n\r\nGetting to yes summary<\/strong><\/a><\/span>\r\n\r\nCrucial conversations summary<\/strong><\/a><\/span>\r\n\r\nExactly what to say \u2013 The magic words for influence and impact<\/strong><\/a><\/span>\r\n\r\nMade to stick summary<\/strong><\/a><\/span>\r\n

Start with why summary<\/a><\/span><\/h3>\r\n\u00a0<\/span>\r\n

Chapter 6- A SUREFIRE FORMULA FOR MANAGING YOUR STATE<\/b><\/h2>\r\nOne of the main benefits of NLP is anchoring. It helps people trigger a peak emotional state at will. While anchoring is a powerful tool, people often have difficulties mastering it. Two reasons mainly explain these difficulties.<\/span>\r\n\r\nThe first vulnerability had to do with how intense you were able to get your state to at the precise moment when you introduced the anchor.<\/span>\r\n\r\nThe second vulnerability had to do with the type of anchor you choose. It needs to be extreme\u2014the more extreme the better, in fact\u2014and the more unusual the better too.<\/span>\r\n\r\nJordan Belfort then guides you through five basic steps to NLP anchoring:<\/span>\r\n\r\nStep #1: Choose a state<\/span>\r\n\r\nStep #2: Choose your focus<\/span>\r\n\r\nStep #3: Choose your physiology<\/span>\r\n\r\nStep #4: Intensify your state<\/span>\r\n\r\nStep #5: Set your anchor<\/span>\r\n

The way of the wolf: Olfactory anchoring<\/b><\/h3>\r\nAs mentioned earlier, \u201cintensifying one\u2019s state\u201d remains one of the difficulties people most encounter. To solve this, Jordan Belfort suggests not generating that state but rather waiting until you are actually in that state organically and set your anchor then.<\/span>\r\n\r\nHe takes the example of \u201ccertainty\u201d. Instead of generating a state of certainty, wait until you really live it and then, right then, in that very instant, set yourself a powerful anchor.<\/span>\r\n\r\nAll you have to do is wait for that awesome moment when you close a really big sale (or any situation that causes you to organically pop into a state of absolute certainty, or absolute anything, for that matter), and then, right then, in that very instant, when that moment hits, you whip out your tube of BoomBoom, unscrew the cap, take a deep, prodigious blast up each nostril so you can literally feel the rush of the mint and citrus bathing your olfactory nerves, giving you that pleasant, invigorating burn.<\/span>\r\n

Here\u2019s how it looks, laid out in steps<\/b><\/h3>\r\nStep #1: Choose a state: Like before, let\u2019s choose a state of absolute certainty.<\/span>\r\n\r\nStep #2: Set your anchor<\/span>\r\n

The way of the wolf Chapter 7: ADVANCED TONALITY<\/b><\/h2>\r\nAdvanced tonality as explained in the \u201cway of wolf\u201d is an extremely powerful unconscious communication strategy. You can actually get people to buy things they shouldn\u2019t buy, and do things they shouldn\u2019t do, without them even realizing that an extraordinary amount of influence was brought to bear.<\/span>\r\n\r\nYou see, in the absence of the right tonality, your ability to move your prospect emotionally is severely limited and your ability to close is also limited accordingly.<\/span>\r\n\r\nRemember, it\u2019s your words that move a prospect logically, and it\u2019s your tonality that moves your prospect emotionally.<\/span>\r\n\r\nWe can also use tonality at a much higher level to take control of our prospect\u2019s inner monologue and stop it from narrating against us.<\/span>\r\n

A few rules<\/b><\/h3>\r\nThe first rule is to never address their prospect in an overly formal manner; instead, the salesperson should address the prospect in the way they would respectfully address a friend.<\/span>\r\n\r\n1. \u201cI care\u201d or the \u201cI really want to know\u201d tonality which is upbeat and enthusiastic. This tonality creates an unconscious psychological connection, because we naturally feel closer to people who express a sincere caring for our well-being.<\/span>\r\n\r\n2. Phrasing a declarative as a question \u2013 ex: \u201cHi, my name is Bill Peterson? Calling from Acme Travel Company? In Beverly Hills, California? How are you today?\u201d<\/span>\r\n\r\n3. Mystery and intrigue \u2013 you use this tonality when explaining the precise reason why you called the prospect today.<\/span>\r\n\r\n4. Scarcity (to create urgency) \u2013 lower your voice to a whisper as if you are sharing a secret. There are verbal scarcity, tonal scarcity and informational scarcity.<\/span>\r\n\r\n5. Absolute certainty \u2013 firm and definitive<\/span>\r\n\r\n6. Utter sincerity \u2013 this is a calm, smooth, confident; low-pressure tone that implies that what you\u2019re currently saying to the prospect is coming directly from your heart, and that you\u2019re being absolutely sincere with them at the highest possible level.<\/span>\r\n\r\n7. Reasonable man \u2013 raising your voice at the end of a sentence to imply reasonableness; for instance \u201cIf you have sixty seconds, I\u2019d like to share an idea with you. You got a minute?\u201d<\/span>\r\n\r\n8. Hypothetical, money aside tone \u2013 Ex: So let\u2019s say in response to you asking for the order, your prospect says, \u201cIt sounds good. Let me think about it. \u201cYour reply would be, \u201cI hear what you\u2019re saying, but let me ask you a question. Does the idea make sense to you? Do you like the idea?\u201d<\/span>\r\n\r\n9. Implied obviousness \u2013 to infer the notion that it\u2019s beyond obvious that your product or service is a winner.<\/span>\r\n\r\n10. \u201cI feel your pain\u201d \u2013 use when you\u2019re asking questions that are designed to uncover your prospect\u2019s primary and secondary pain points and, if necessary, amplify them.<\/span>\r\n\r\n \r\n\r\n\"the\r\n\r\n \r\n

The way of the wolf Chapter 8: ADVANCED BODY LANGUAGE<\/b><\/h2>\r\nNonverbal communication is ten times more powerful than verbal communication. In the way of the wolf, Jordan Belfort explains how things like thoughts and feelings and intentions are all communicated in the way that you move your body: by your management of space and time, your posture, appearance, gestures, the way you make facial expressions and eye contact, even the way you smell.<\/span>\r\n\r\nBody language is not going to get you the sale, but the wrong body language will destroy the opportunity to make a sale. The things a person will internally debate start with a very basic observation: your appearance. They\u2019ll then make a snap decision about you as a result of that.<\/span>\r\n

The law of congruence<\/b><\/h3>\r\nA plumber wouldn\u2019t wear a suit while a male insurance agent should be in a suit and tie. Dress is in a way that is congruent with your profession.<\/span>\r\n

The way of the wolf: Spatial awareness<\/b><\/h3>\r\nIf you\u2019re a man selling to another man, then you want to do what\u2019s called cornering off\u2014meaning you want to stand at a slight angle to another man, as opposed to directly in front of him. When a man faces another man, it creates for many a feeling of conflict and hostility, and it instantly takes the men out of rapport. So what you do to avoid this is you corner off with the other man\u2014meaning you shift your body position so you\u2019re at a slight angle to him, which has the effect of immediately disarming him.<\/span>\r\n\r\nFor communication with a woman, though, it\u2019s the exact opposite. If you\u2019re a man trying to influence a woman, the woman wants you to stand directly in front of her and keep your hands above waist level, where she can see them.<\/span>\r\n

The way of the wolf: Handshake<\/b><\/h3>\r\nThe way you shake hands says a lot more about you than you actually think. It can set you up to quickly get into a rapport with someone, or it can eliminate that possibility entirely.<\/span>\r\n\r\nThe best handshake for getting into a rapport with someone is called the cooperator\u2019s handshake, which is your basic, neutral handshake, where you meet someone\u2019s hand head-on.<\/span>\r\n\r\nYou can also apply matching which is to shake a hand firmly when someone shakes your hand firmly.<\/span>\r\n

Eye contact<\/b><\/h3>\r\nIf you don\u2019t make eye contact at least 72 percent of the time, people won\u2019t trust you. There have been detailed studies on this stuff, and 72 percent is the number.<\/span>\r\n

The way of the wolf: Matching is not copying<\/b><\/h3>\r\nOne way to build rapport is to match your counterpart, especially when you\u2019re in person and you can match both body language and tonality. Copying someone, also called mirroring is doing the exact same things as you counterpart and you do it instantly; that\u2019s weird.<\/span>\r\n\r\nMatching happens when your prospect leans back in their seat, then you lean back in your seat too, but you do it slowly, casually, after a five- or ten-second lag.<\/span>\r\n

Chapter 9: THE ART OF PROSPECTING<\/b><\/h2>\r\nJordan Belfort relates a story in which a novice tried to sell a pen. The problem was that the prospect didn\u2019t even need it. Trying to sell something to someone who doesn\u2019t need it or want it is a fool\u2019s errand and a total waste of time<\/span>\r\n\r\nAny professional salesperson would sift through their prospects as quickly and efficiently as possible, separating out the ones who are interested from the ones who aren\u2019t.<\/span>\r\n

The way of the wolf: 4 buying archetypes<\/b><\/h2>\r\nTo sift through their prospects, there are four buying archetypes as proposed in the way of the wolf:<\/span>\r\n\r\n1. Buyers in heat<\/strong> \u2013 These are basically your best, most motivated buyers. They\u2019ve already made the decision to do something about it now.<\/span>\r\n\r\n2. Buyers in power<\/strong> \u2013 These are your second best group of buyers. The primary difference between the first two archetypes is that buyers in power aren\u2019t consciously feeling any major pain from their unfilled need, which causes them to lack the same level of urgency as buyers in heat<\/span>\r\n\r\n3. Lookie-loos<\/strong> \u2013 weed these out because they are acting as if they\u2019re genuinely interested in buying your product\u2014while they actually have no intention of doing so. The lookie-loos are the most dangerous prospects that will enter your sales funnel.<\/span>\r\n\r\n4. Mistakes<\/strong> or \u201cthe People who were dragged there\u201d \u2013 they never belonged in your sales funnel in the first place; remove them.<\/span>\r\n\r\n \r\n\r\nSo, in summary, the way of the wolf boils down to three prospecting strategies and they are as follows:<\/span>\r\n\r\n1. Identify the lookie-loos and the mistakes and remove them from your sales funnel as quickly as possible.<\/span>\r\n\r\n2. Gather the necessary intelligence from the buyers in heat and the buyers in power, and then continue moving them down the Straight Line towards the close.<\/span>\r\n\r\n3 .Begin the process of turning the buyers in power into buyers in heat by amplifying their pain.<\/span>\r\n\r\n\u00a0<\/span>\r\n

Chapter 10: THE TEN RULES OF STRAIGHT LINE PROSPECTING<\/b><\/h2>\r\nAs explained in the way of the wolf, when you\u2019re properly engaging in the process of straight line prospecting, you\u2019re doing each of the following four things:<\/span>\r\n\r\n1. You\u2019re sifting through the prospects in your sales funnel by asking them a series of strategically prepared questions.<\/span>\r\n\r\n2. You\u2019re using these questions to not only gather intelligence but also to separate the buyers in heat and buyers in power from the lookie-loos and the mistakes.<\/span>\r\n\r\n3. You\u2019re continuing to gather intelligence from the buyers in heat and buyers in power, while eliminating the lookie-loos and mistakes from your sales funnel as quickly as possible,<\/span>\r\n\r\n4. You\u2019re transitioning the buyers in heat and the buyers in power to the next step in the syntax, so they can continue their journey down the Straight Line.<\/span>\r\n

The way of the wolf: The ten rules<\/b><\/h3>\r\nThe ten rules are meant to be a practical blueprint for gathering intelligence in your industry.<\/span>\r\n\r\nRule #1: You are a sifter, not an alchemist. You don\u2019t turn water into gold, any more than you convert lookie-loos and mistakes into buyers in heat or buyers in power.<\/span>\r\n\r\nRule #2: Always ask for permission to ask questions. You want to build rapport in a non confrontational manner. You may say: \u201c\u201cJohn, just a couple of quick questions, so I don\u2019t waste your time.\u201d \u201cJohn, let me just ask you a couple of quick questions, so I can best serve you.\u201d Or \u201cJohn, let me ask you just a couple of quick questions, so I can see exactly what your needs are.\u201d<\/span>\r\n\r\nRule #3: You must always use a script because each industry has its own unique set of questions that need to be asked in a certain order.<\/span>\r\n\r\nRule #4: Go from less invasive questions to more invasive questions. By asking non-invasive questions first, you give yourself the opportunity to start building rapport by actively listening to your prospect\u2019s answers.<\/span>\r\n\r\nRule #5: Ask each question using the right tonality. Each prospecting question will have its own \u201cbest\u201d tonality<\/span>\r\n\r\nRule #6: Use the correct body language as the prospect responds.<\/span>\r\n\r\nRule #7: Always follow a logical path.<\/span>\r\n\r\nRule #8: Make mental notes; resolve their pain.<\/span>\r\n\r\nRule #9: Always end with a powerful transition.<\/span>\r\n\r\nRule #10: Stay on the Straight Line; don\u2019t go spiraling off to Pluto.<\/span>\r\n

Chapter 11: THE ART AND SCIENCE OF MAKING WORLD-CLASS SALES PRESENTATIONS<\/b><\/h2>\r\n

Charisma<\/b><\/h3>\r\nAccording to Jordan Belfort, Bill Clinton possesses a great charisma, one of those highly magnetic people. He would shake hands with over a thousand voters a day with a sympathetic smile and a few choices of words.<\/span>\r\n\r\nAt the end of the day, it\u2019s these three distinctions\u2014he cares about me, he understands me, and he feels my pain\u2014that serve as the very foundation on which all rapport is built, and they come naturally to those who possess massive charisma.<\/span>\r\n\r\nThe good news is, charisma is a learnable skill that can be mastered through practice. All you have to do is become reasonably proficient and you\u2019ll start seeing the benefits straightaway.<\/span>\r\n\r\nThere are three components of charisma as explained in the Way of the wolf. To Jordan Belfort, they are the effective use of tonality, body language and \u201cnot saying stupid things\u201d.<\/span>\r\n

Making world-class presentations<\/b><\/h3>\r\nThere are eight things that set straight line scripts apart from everything else out there:<\/span>\r\n\r\nYour script must not be front-loaded<\/span>\r\n\r\nFocus on the benefits, not the features.<\/span>\r\n\r\nYour script must have stopping-off points.<\/span>\r\n\r\nWrite in the spoken word, not grammatically correct English.<\/span>\r\n\r\nYour script must flow perfectly.<\/span>\r\n\r\nYour scripts must be honest and ethical.<\/span>\r\n\r\nRemember the overarching equation of energy in, benefits out.<\/span>\r\n\r\nA Straight Line script is part of a series of scripts.<\/span>\r\n

The power of language patterns<\/b><\/h3>\r\nWe\u2019ve seen in chapter 2 the order in which we have to create certainty within the prospect\u2019s mind.<\/span>\r\n\r\n1 The prospect must love your product.<\/span>\r\n\r\n2 The prospect must trust and connect with you.<\/span>\r\n\r\n3 The prospect must trust and connect with your company.<\/span>\r\n\r\nConversely, we have to follow the same protocol, which is:<\/span>\r\n\r\nThe product first<\/span>\r\n\r\nYou, the salesperson second<\/span>\r\n\r\nAnd the company that stands behind the product third<\/span>\r\n\r\nIn terms of the split between logic and emotion, you\u2019re always going to build airtight logical cases first and airtight emotional cases second.<\/span>\r\n\r\nIn your opening pattern, you\u2019re simply introducing yourself, your company, and explaining the reason for your call, while using tonality and body language to establish yourself as an expert, so you can take control of the conversation and begin moving your prospect down the straight line, from the open to the close.<\/span>\r\n

The way of the wolf Chapter 12: THE ART AND SCIENCE OF LOOPING<\/b><\/h2>\r\nThe sale doesn\u2019t truly begin until after your prospect hits you with the first objection; only then do you have the chance to finally roll up your sleeves and earn your paycheck.<\/span>\r\n\r\nThere are only three possible ways your prospect can respond the first time you ask them for the order. They can say: yes, no or maybe.<\/span>\r\n\r\nYes\u2014meaning, the deal is closed and it\u2019s time to break out the paperwork and collect payment.<\/span>\r\n\r\nNo\u2014meaning, the prospect is definitely not interested and it\u2019s time to end the sales encounter and move on to the next prospect.<\/span>\r\n\r\nOr maybe\u2014meaning, the prospect is sitting on the fence and can still go either way. Maybe consists of all the common objections that salespeople typically get hit with during the back half of the sale. In total, there are somewhere between twelve and fourteen of them, although about half are just simple variations of two.<\/span>\r\n

The art of deflection<\/b><\/h3>\r\nWhenever a prospect hits you with an objection, always answer the exact same way: \u201cI hear what you\u2019re saying, Bill, but let me ask you a question: Does the idea make sense to you? Do you like the idea?\u201d<\/span>\r\n\r\nNow, notice how, rather than directly answering his objection, you deflected it instead.<\/span>\r\n\r\nSpecifically, you acknowledged the fact that you heard what Bill said to you \u2014to ensure that he didn\u2019t feel ignored, which would cause a break in rapport\u2014 and then you shifted the conversation in a more productive direction, which was to find out where he stood on the certainty scale for the first of the Three Tens, which is your product.<\/span>\r\n

What to do after an initial objection?<\/b><\/h3>\r\nOn average, approximately 20 percent of the prospects who hit you with an initial objection will close right here, as a result of one simple loop. The rest of them, however, are going to require a bit more persuading, in the form of running additional loops that address one of the following three areas:<\/span>\r\n\r\n1 Increasing their level of certainty for one or more of the Three Tens<\/span>\r\n\r\n2 Lowering their action threshold<\/span>\r\n\r\n3 Increasing their pain threshold<\/span>\r\n

Four ways to lower your prospect\u2019s action threshold<\/b><\/h3>\r\nThe action threshold is the collective level of certainty that a person needs to be at before they feel comfortable enough to buy.<\/span>\r\n\r\nThe first way is to offer your prospect a money-back guarantee.<\/span>\r\n\r\nThe second way is to offer your prospect a cooling off or rescission period. This is a contractual feature that allows a prospect to make a binding decision now, but then reverse that decision for up to five business days.<\/span>\r\n\r\nThe third way is to use certain key phrases that paint a picture that runs counter to the worries and concerns that a typical high\u2013action-threshold prospect ruminates on. Some examples of this are: \u201cI\u2019ll hold your hand every step of the way\u201d . . . \u201cWe pride ourselves on long-term relationships\u201d . . . \u201cWe have blue-chip customer service.<\/span>\r\n\r\nAnd the fourth, and most effective way by far, is to use a very powerful language pattern that allows you to temporarily \u201creverse\u201d a high\u2013action threshold prospect\u2019s parallel movies\u2014\u201cBill, let me ask you an honest question; what\u2019s the worst that can possibly happen here? I mean, let\u2019s say I\u2019m wrong and the stock actually goes down a few points, and you lose two thousand bucks.<\/span>\r\n\r\nThank you for reading this summary of the Way of the wolf by Jordan Belfort, you might also be interested in:\r\n\r\nNever split the difference summary<\/strong><\/a><\/span>\r\n\r\nBuilding a storybrand<\/strong><\/a><\/span>\r\n\r\nGetting to yes summary<\/strong><\/a><\/span>\r\n\r\nCrucial conversations summary<\/strong><\/a><\/span>\r\n\r\nExactly what to say \u2013 The magic words for influence and impact<\/strong><\/a><\/span>\r\n\r\nMade to stick summary<\/strong><\/a><\/span>\r\n

Start with why summary<\/a><\/span><\/h3>\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/section>\n\t\t\t\t<\/div>","protected":false},"excerpt":{"rendered":"

The way of the wolf In the way of the wolf, Jordan Belfort reminds us that with great power comes great responsibility. He warns you firsthand. This book gives you power so you might as well use it responsibly. Jordan is gifted as he claims, gifted with the ability to sell anything to anyone. If […]<\/p>","protected":false},"author":1,"featured_media":1970,"comment_status":"closed","ping_status":"closed","sticky":false,"template":"","format":"standard","meta":{"_exactmetrics_skip_tracking":false,"_exactmetrics_sitenote_active":false,"_exactmetrics_sitenote_note":"","_exactmetrics_sitenote_category":0,"footnotes":""},"categories":[18],"tags":[],"class_list":{"0":"post-1966","1":"post","2":"type-post","3":"status-publish","4":"format-standard","5":"has-post-thumbnail","6":"hentry","7":"category-book","9":"post-with-thumbnail","10":"post-with-thumbnail-large"},"yoast_head":"\nThe way of the wolf - Book summary - Sitraka Ratsimba<\/title>\n<meta name=\"description\" content=\"The way of the wolf is an amazing book by the wolf of Wall Street alias Jordan Belfort. 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He warns you firsthand. This book gives you power so you might as well use it responsibly. Jordan is gifted as he claims, gifted with the ability to sell anything to anyone. If\u2026","_links":{"self":[{"href":"https:\/\/www.sitrakaratsimba.com\/fr\/wp-json\/wp\/v2\/posts\/1966","targetHints":{"allow":["GET"]}}],"collection":[{"href":"https:\/\/www.sitrakaratsimba.com\/fr\/wp-json\/wp\/v2\/posts"}],"about":[{"href":"https:\/\/www.sitrakaratsimba.com\/fr\/wp-json\/wp\/v2\/types\/post"}],"author":[{"embeddable":true,"href":"https:\/\/www.sitrakaratsimba.com\/fr\/wp-json\/wp\/v2\/users\/1"}],"replies":[{"embeddable":true,"href":"https:\/\/www.sitrakaratsimba.com\/fr\/wp-json\/wp\/v2\/comments?post=1966"}],"version-history":[{"count":4,"href":"https:\/\/www.sitrakaratsimba.com\/fr\/wp-json\/wp\/v2\/posts\/1966\/revisions"}],"predecessor-version":[{"id":3107,"href":"https:\/\/www.sitrakaratsimba.com\/fr\/wp-json\/wp\/v2\/posts\/1966\/revisions\/3107"}],"wp:featuredmedia":[{"embeddable":true,"href":"https:\/\/www.sitrakaratsimba.com\/fr\/wp-json\/wp\/v2\/media\/1970"}],"wp:attachment":[{"href":"https:\/\/www.sitrakaratsimba.com\/fr\/wp-json\/wp\/v2\/media?parent=1966"}],"wp:term":[{"taxonomy":"category","embeddable":true,"href":"https:\/\/www.sitrakaratsimba.com\/fr\/wp-json\/wp\/v2\/categories?post=1966"},{"taxonomy":"post_tag","embeddable":true,"href":"https:\/\/www.sitrakaratsimba.com\/fr\/wp-json\/wp\/v2\/tags?post=1966"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}