For those of you in sales, or if you own your own business, this book will be a total game-changer for you. It will show you how to shorten your sales cycle, increase your closing rate, develop a steady stream of customer referrals, and create customers for life. In addition, it will also offer you a paint-by-number formula for building and maintaining a world-class sales force. Jordan Belfort explains his Straight Line Selling system in this book. This is the system that he used when he was making millions at Wall Street. And this is the same system that he is teaching at seminars after his conviction and parole. His explanation is clear for the most part. As a result, I found this book to be incredibly informative and insightful about the sales process. In episode 150, Sean Barnes converses with Evan Nierman, a prominent figure in crisis PR. They discuss Evan's journey, the significance of strong core values, and the balance of revenue in startup phase. They delve into entrepreneurship preparation, the impact of Cancel Culture and its prevention. The episode concludes with insights on crisis predictability, management plans, and the role of specialized PR firms. We all want to deal with pros or experts. You have to sound and act like someone who can help the prospect fulfill their needs and desires.

i still bought the actual first book, this one being a prequel, because it's not in first person and doesn't have a child POV. It's that one I had looked at and then made the mistake of buying this one instead. BUT THEN I RETURNED IT BECAUSE IT IS JUST AS BAD BUT WITH SOME MORE MISOGYNY SPRINKLED IN that usually goes completely over my head but this time it was so one the nose it had me cringing into a small ball it's baaad) Future pacing entails running an imaginary movie through your mind where you get to see yourself in the future having already achieved a certain outcome. Every word that comes out of your mouth is feeding into one single goal, which is to increase your prospect’s level of certainty to the highest possible levelBelfort says that the first step—establishing your authority and taking control of the sale—must happen in the first four seconds of the sales conversation—or you’ll fail to close. (Shortform note: Taking immediate control may be more important in B2C than in B2B sales, where business customers tend to resist pressure.) So, cherish the journey and rise above the difficulties to reach your sales goal. Way Of The Wolf Book Summary the best way to dress is in a style that’s congruent with your profession —> when selling (in person) to another man (whether you are a man or a woman), “corner off” by standing at a light angle to the man, as opposed to directly in front of him. When selling to a woman, stand directly in front of her with your hand above waist level where she can see them —> to gain control; (1) match the other person without overtly copying/mirroring them (2) then lead them If a script makes you feel “wooden or stiff” it just means you wrote a shitty script. It should be written as if you’re speaking, not using perfect english.

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. “When you are on the straight-line system, that’s where you are doing all the talking to understand his objective and bring the sale to the close end. g) “I feel your pain”- Often this phrase is used in discussions where you are trying to uncover the customer pain points. charisma is the foundation of rapport; it is the sense that he cares about me, he understands me, and he feels my pain The Straight Line method, originally designed for telesales, takes a one-method-fits-all-sales approach. However, B2B sales may differ from B2C sales in size, complexity, number of stakeholders, and length of the sales cycle. So, sales methods like Challenger and SPIN Selling tailor their approach and solutions to the customer. As critical as learning the Straight Line System is to increasing your sales success, there’s another necessary element as well: managing your mental state. To sell successfully, a salesperson needs to be in top form mentally, or in a confident, upbeat state of mind during every sales conversation. No one can be “on” all the time, so Belfort recommends two strategies to create a positive mental state at key moments in selling, such as when opening a sales conversation, presenting, or closing. The two strategies are: