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

by Jordan Belfort

The most common state that salespeople will try to set an anchor for is a state of absolute certainty, and the most common anchor they’ll choose to try to link it to is a combination of shouting the word “yes” and simultaneously clapping their hands. Now, if you’re thinking that screaming the word “yes” while executing a single clap of your hands doesn’t seem quite as intense as tempting a starving dog with a piece of juicy beef (while ringing a bell that’s loud enough to wake the dead), then you’re in the same boat that I was: feeling frustrated, skeptical, but still hopeful for an answer. Yet, on the flip side, I knew that the science behind NLP’s approach was sound, and that the payoff for cracking the code would be incalculable—not so much to me, but to the tens of millions of people who would be attending my live events over the next few years. You see, unlike most people, I was blessed with a natural ability to manage my state at an extremely high level, so anchoring was really more of a luxury to me than a necessity. Unfortunately, though, for every oddball out there like me, there are ten million normal folks whose natural abilities in this area lie on the opposite end of the spectrum. In consequence, I continued to experiment with a number of different strategies that could be combined with basic NLP anchoring in order to ratchet up its effectiveness. It took just a bit over a month, until I finally struck gold. In the summer of 2009, I gave birth to a wildly effe...