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

by Jordan Belfort

Before I teach you the specifics of this strategy, there’s one crucial distinction that I need to go through first. It has to do with how born closers automatically apply the proper tonality to the words they say, as opposed to everyone else. You see, when you’re a born salesperson, you don’t have to consciously decide which of the ten core influencing tonalities you need to apply to your words in order to take control of your prospect’s inner monologue and stop it from narrating against you. Your unconscious mind provides this service for you automatically, and gets it right every single time. As if by magic, if at any point during the sale it behooves you to sound absolutely certain or utterly sincere, or caring and sympathetic or perfectly reasonable, or any of the ten core tonalities that drive human influence, then that very tonality will get layered on top of your words, without you having to even think about it. It simply just happens. On the flip side, though, when you’re not a born salesperson, a literally ginormous group that includes over 99 percent of the population, then a breakdown in your internal communication occurs. Specifically, your conscious and unconscious minds fail to link up in a way that allows for the unimpeded exchange of information between the two. In consequence, your outgoing communication ends up becoming a watered-down version of what you’d originally intended—lacking the richness and vibrancy that you thought you had expressed through the...