Way of the Wolf: Straight Line Selling: Master the Art of Persuasion, Influence, and Success

by Jordan Belfort

“So, getting back to the Straight Line: “When you’re off the line, you’re looking to (a) continue building on the rapport that you already have, and (b) use that rapport to help you gather the more invasive intelligence, like how liquid the prospect currently is. “And at the same time, you’re always making sure that the encounter stays within the boundaries, as you continue the process of moving the sale down the Straight Line, towards the close. “Essentially, those are the three basic tenets of the front half of the Straight Line: 1 You must take immediate of control the sale. 2 You must engage in massive intelligence gathering, while you simultaneously build massive rapport with your prospect. 3 You must smoothly transition into a Straight Line presentation, so you can begin the process of building absolute certainty for each of the Three Tens. “So, again, during the front half of the sale, you first take immediate control of the sale; then you use that control to gather massive intelligence, which entails asking highly specific questions, which I’ll map out for you in advance, to make sure that you’ve gathered all the intelligence you need—and I’m going to circle back to this later, because, starting tomorrow, you’re going to be asking a lot more questions than you used to. “And next, as you’re gathering all this intelligence, you’re going to do it in a way that allows you to build massive rapport with your prospect at the same time, which is absolutely crucial, by the ...