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

by Jordan Belfort

So to sum it all up: with zero preparation, beyond simply choosing what state you want to anchor, all you have to do is wait for that awesome moment when you close a really big sale (or any situation that causes you to organically pop into a state of absolute certainty, or absolute anything, for that matter), and then, right then, in that very instant, when that moment hits, you whip out your tube of BoomBoom, unscrew the cap, take a deep, prodigious blast up each nostril so you can literally feel the rush of the mint and citrus bathing your olfactory nerves, giving you that pleasant, invigorating burn. Then ball your hands into a pair of fists and start squeezing tightly, with your fingernails digging into your palms so you can really feel it, and belt out the word “yes” in a forceful yet controlled manner, so the bulk of the volume and power is directed inward, right to your solar plexus, where it resonates with your heart and soul and liver and loins and your very gizzard itself. And that’s it. You’ve just set yourself an extremely powerful anchor that you can use the next time you’re about to enter a sales encounter.