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

by Jordan Belfort

Step #4: Intensify your state This step involves using your five sensory modalities—also known as your five senses—to take the picture you’ve created in your mind’s eye in step two and use your brain to manipulate it in a way that intensifies the feeling of absolute certainty that it creates inside of you. First let me take you through the five sensory modalities, which are: Visual: this is what you see, both externally, in the real world, and internally, in your mind’s eye. In the latter case, the picture can be from a memory, or it can be something that you’ve created yourself using your imagination, or it can be a combination of the two. Auditory: this is what you hear, both externally and internally, and with the same permutations as above. Kinesthetic: this is what you feel, both externally and internally, and with the same permutations as above. Gustatory: this is what you taste, both externally and internally, and with the same permutations as above. Olfactory: this is what you smell, both externally and internally, and with the same permutations as above. Now, for the most part, we tend to rely on the first three modalities to make sense of the world, with our visual modality being the most dominant, followed by our auditory and kinesthetic modalities, respectively. But, of course, when you’re dealing with the brain, nothing is set in stone. For example, if you’re a chef, then you’ll rely heavily on your gustatory modality, and if you’re a wine taster or perfumer, ...