Way of the Wolf: Straight line selling: Master the art of persuasion, influence, and success

by Jordan Belfort

Here’s how it looks, laid out in steps: Step #1: Choose a state Like before, let’s choose a state of absolute certainty. Step #2: Set your anchor You wait for a very specific moment, and then take out your BoomBoom, unscrew the top, and follow the steps above—take a massive blast up each nostril and then ball your hands up into fists and dig your fingernails into your palms, and belt out the word “yes” in a powerful yet controlled manner. Then, ten seconds later, with the scent of BoomBoom still lingering but the initial rush gone, repeat the process again. And that, as they say, is that. You’ve anchored in a state of absolute certainty. Now, just to be safe, you can repeat this process one more time—the next time you close the same type of awesome sale—and stack a second anchor right on top of the first one. It certainly can’t hurt, as anchors become stronger when they’re stacked; but, either way, even if you only set the anchor once, it should be very powerful the first time you fire it off, which should be right before you’re about to enter a sales encounter. And just to make sure your anchor stays firmly locked in, for the next month or so, whenever you close one of those especially awesome sales, the ones that cause you to pop into a peak state of absolute certainty, take another one-and-one of your BoomBoom, and keep stacking anchor on top of anchor on top of anchor, until the linkage is so engrained that it will stay with you forever. So that’s olfactory anchoring i...

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