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" If you make a powerful statement, and then another powerful statement, and then yet another powerful statement, by the time you’ve made the third powerful statement, they’ve all started to blend in with one another, and they lose their power. This is why a well-written script has an abundance of stopping-off points, where the prospect will interact with you and affirm that you’re still on the same page. In other words, after you make a powerful statement, you want to lock it down by asking the prospect a simple yes-or-no question, such as: “You follow me so far?” or “Make sense?” or “Are you with me?” By doing this, not only do you keep the prospect engaged in the conversation but you also get them into the habit of saying yes, which creates consistency. "
― Jordan Belfort , Way of the Wolf: Become a Master Closer with Straight Line Selling
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" In addition, these little stopping-off points serve as periodic rapport checks. For example, if you say to your prospect “Make sense so far?” and they reply “Yes,” then you’re in rapport; however, if they reply, “No,” then you’re out of rapport, and you can’t move forward in the script until you’ve gotten to the bottom of things. If you do, then your prospect will be thinking: “This guy couldn’t care less about what I’m saying; he’s just looking to make a commission.” So, instead of moving forward, you’re going to loop back and give your prospect a little more information that relates to that topic, and then ask them again if things make sense so far. Once they say yes—which they almost always will in this case—you can then safely move forward. "
― Jordan Belfort , Way of the Wolf: Become a Master Closer with Straight Line Selling
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" To that end, NLP has distilled the entire state management process into two core elements, both of which are under a person’s conscious control. The first of these two elements is: What you choose to focus on. In essence, at any particular moment, you have the ability to choose the precise direction of your focus; and based on that choice, you’ll fall into a state that’s congruent with what you’ve chosen to focus on. For example, if you spend the next few minutes focusing on everything that’s great in your life—a recent business success, being in a loving relationship, the health of your children, a recent goal you achieved, a family getaway—then you’ll quickly pop into a positive, "
― Jordan Belfort , Way of the Wolf: Become a Master Closer with Straight Line Selling