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

by Jordan Belfort

Now, obviously, the proactive nature of NLP’s state philosophy is attractive to anyone in sales, and for that matter anyone who wants to live a more empowered life. 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, empowered state that reflects all those wonderful things. Conversely, if you spend the same amount of time focusing on everything that’s wrong in your life—a recent business failure, a divorce, a sick child, a recent goal you failed to achieve—then you’ll quickly fall into a disempowered state that reflects all those crappy things. It’s as simple as that. The second of these two elements is: Your current physiology. Comprised of the sum of all the possible ways that you can move and hold your body—your posture, your facial expressions, how you move your appendages, your rate of breathing, your overall level of motion—physiology of hu...