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

by Jordan Belfort

“And then, after you ask for the order for the first time, which happens right around here, while you’re still close to the beginning”—I pointed to a spot on the line about a third of the way towards the close, and punctuated it by drawing a big, thick black dot—“that’s where the back-half of the sale begins, when you get hit with your first objection. So, obviously, this whole front-half-back-half-business is merely a figure of speech.” I shrugged. “I mean, I can teach a frickin’ monkey to read from a script and ask for the order; so don’t think that you’ve accomplished anything amazing because you made it through the front half of the sale; it’s the back half of the sale where the real selling begins! This is when you finally get the chance to roll up your sleeves and get down to cases—meaning, to get to the bottom of what’s really holding your prospect back, which is certainly not the objection they gave you; that’s merely a smoke screen for uncertainty!