Way of the Wolf: Become a Master Closer with Straight Line Selling QUOTES

1 " Act as if you’re a wealthy man, rich already, and you will become rich. Act as if you have unmatched confidence, and people will have confidence in you. Act as if you have all the answers, and the answers will come to you. "

― Jordan Belfort , Way of the Wolf: Become a Master Closer with Straight Line Selling

2 " the logical mind serves as a human bullshit detector. "

― Jordan Belfort , Way of the Wolf: Become a Master Closer with Straight Line Selling

3 " You do not want to try to resolve their pain at this point. In fact, if anything, you want to amplify that pain. "

― Jordan Belfort , Way of the Wolf: Become a Master Closer with Straight Line Selling

4 " 95 percent of the time, the common objections are merely ploys on the part of the prospect, who would rather bow out of the sale gracefully than have to look the salesperson in the eye and confront them about their lack of certainty concerning the Three Tens. "

― Jordan Belfort , Way of the Wolf: Become a Master Closer with Straight Line Selling

5 " In addition, I want you to notice how I use the word “so” in the second half of each of the three examples. In this context, we refer to the word “so” as a justifier, because it justifies your need to ask the prospect questions, as opposed to doing it out of curiosity or nosiness. In essence, in order to do your job correctly, there are certain things that you need to know in your capacity as an expert. By using a justifier, you can get that point across to your prospect loud and clear, and it paves the way for an even more productive intelligence-gathering session. "

― Jordan Belfort , Way of the Wolf: Become a Master Closer with Straight Line Selling

6 " One of the key reasons why you want to always use a script for prospecting is that each industry has its own unique set of questions that need to be asked in a certain order. If you try to wing it—as opposed to having all your questions mapped out in advance, in precisely the right order—then the chances of you remembering all the questions, or asking them all in the right order, is slim to none, and each mistake you make will have a negative impact on your ability to gather intelligence. Another major benefit of using a prospecting script is that since you already know what words you’re going to say, your conscious mind is freed up to focus on applying the right tonality to your words, as well as on what your prospect is communicating back to you. "

― Jordan Belfort , Way of the Wolf: Become a Master Closer with Straight Line Selling

7 " communications to your “almost” new client come from a position of strength—meaning that, as far as you’re concerned, the deal is already closed and the communication you’re sending is from the perspective of building a long-term relationship and doing more business in the future. Otherwise, you’ll come off as being desperate, and it will end up having the reverse effect. "

― Jordan Belfort , Way of the Wolf: Become a Master Closer with Straight Line Selling

8 " In terms of the split between logic and emotion, you’re always going to build airtight logical cases first and airtight emotional cases second. Why? Quite simply, by making the airtight logical case first, you satisfy your prospect’s bullshit detector, which then frees them up to be moved emotionally. "

― Jordan Belfort , Way of the Wolf: Become a Master Closer with Straight Line Selling

9 " Use power words, like “dramatically,” “explosive,” “fastest growing,” “most well respected.” Power words go a very long way to capturing someone’s attention and establishing yourself as an expert. "

― Jordan Belfort , Way of the Wolf: Become a Master Closer with Straight Line Selling

10 " Now, before we move on, let’s quickly go through the process of how to handle buy signals when they arise in the back half of the sale. In other words, as your prospect starts to become more and more certain about the Three Tens, they will start sending you signals that they are interested in buying, in the form of leading questions about the closing process. For example, the prospect might say, “How much did you say it would run me?” or “How long will it take until I receive the product?” or “How long until I start to see results?” Those are just a few examples of the more common buy signals. "

― Jordan Belfort , Way of the Wolf: Become a Master Closer with Straight Line Selling

11 " again?” To which you reply, “Oh, it’s only three thousand dollars,” and you say no more. Alas, you just committed sales hara-kiri. Why? Simply put, you’ve just created a scenario where there’s $3,000 worth of energy going in and zero benefits coming out, not because those benefits don’t exist—in point of fact, they do—but because you simply forgot to remind the prospect of them at the same time you asked them to tap into their energy reserves. In other words, the fact that you laid out the benefits three or four minutes ago when you asked for the order for the first time has no bearing on the energy in, benefits out equation a few minutes later, when your prospect gave you a buy signal. "

― Jordan Belfort , Way of the Wolf: Become a Master Closer with Straight Line Selling

12 " amplify that pain by asking the following questions: “How long has this been going on?” “Do you see this getting better or worse?” “How do you see yourself in two years?” “How has it affected your health or your family?” In essence, you want to make sure that you make your prospect talk about their pain. These types of questions will have a powerful impact on opening the prospect’s mind to receiving information, which they will now measure against their pain. "

― Jordan Belfort , Way of the Wolf: Become a Master Closer with Straight Line Selling

13 " Of all the factors that we have just spoken about, what is the most important to you? You definitely want to find out your prospect’s highest need, as this is the one that you’ll typically have to fill to push the prospect over the top. Have I asked about everything that’s important to you? Your customer will think more of you, not less of you, if you ask this, so long as you have done a professional job up to that point. You could also say, “Is there anything that I have missed? Is there any way that I can tailor this solution for you? "

― Jordan Belfort , Way of the Wolf: Become a Master Closer with Straight Line Selling

14 " but you still need to state them every time you bring up the expenditure of energy. "

― Jordan Belfort , Way of the Wolf: Become a Master Closer with Straight Line Selling

15 " that again?” is as follows: “It’s a cash outlay of only three thousand dollars, and let me quickly tell you exactly what you’re going to get for that: you’re going to get [benefit #1] and [benefit #2] and [benefit #3], and again, like I said before, getting started is very, very simple, so believe me, if you do even half as well as the rest of my clients in this program, then the only problem you’ll have is that I didn’t call you six months ago and get you started then. Sound fair enough? "

― Jordan Belfort , Way of the Wolf: Become a Master Closer with Straight Line Selling

16 " The last part of your open is always a transition. “Based on everything you said to me, this is a perfect fit for you.” This should be an anchor for you; you should know it by heart. "

― Jordan Belfort , Way of the Wolf: Become a Master Closer with Straight Line Selling

17 " A 9, on the other hand, is almost always doable. In fact, with only a few exceptions, you can always get a prospect to a 9 on the certainty scale, which is more than sufficient to close 99 percent of the prospects you’ll speak to. And as far as the remaining 1 percent go, you can actually close those prospects too, although I’ll circle back to them in a few minutes when we "

― Jordan Belfort , Way of the Wolf: Become a Master Closer with Straight Line Selling

18 " Given that you just raised Bill’s level of logical certainty to at least a 9 and his emotional certainty to at least a 7, does it make sense for you to take a shot and ask for the order again? After all, if it turns out that Bill has a low action threshold, isn’t there a shot that you could slide in under the wire, as the phrase goes, and close him? The answer is no, absolutely not. "

― Jordan Belfort , Way of the Wolf: Become a Master Closer with Straight Line Selling

19 " For example, you’ll have a script that starts with those all-important first four seconds, and then includes your qualifying questions and your transition. Second, you’ll have a script that starts with the main body of your presentation and ends with you asking for the order for the first time. Third, you’ll have a series of rebuttal scripts that include the well-thought-out answers you’ve prepared to the various common objections you’re going to hear. And fourth, you’ll have a series of looping scripts that will include the various language patterns that will allow you to loop back into the sale, in order to move your prospect to higher and higher levels of certainty. "

― Jordan Belfort , Way of the Wolf: Become a Master Closer with Straight Line Selling

20 " Exactly!” you shot back, finishing your last pattern. “The stock really is a screaming buy down here!” Then you pause for a brief instant and switch to your mystery and intrigue tonality, and you say, “Now, Bill, let me ask you another question.” And now you switch to your money-aside tonality. “If I’d been your broker for the last three or four years, making you money on a consistent basis”—and now you switch to your implied obviousness—“then you probably wouldn’t be saying, ‘Let me think about it right now, [your first name].’ You’d be saying, ‘Pick me up a block of at least a few thousand shares.’” And then you switch to the reasonable man tone and you add, “Am I right? "

― Jordan Belfort , Way of the Wolf: Become a Master Closer with Straight Line Selling