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

by Jordan Belfort

Send me some information!’” “Okay, that’s a good one,” I remarked, jotting it down as well. “Keep going. I’ll make it easy and we’ll shoot for a thousand. There’s only 997 to go.” I flashed them a sarcastic grin. “It’s totally doable.” “‘It’s a bad time of year!’” someone yelled. “Good,” I shot back. “Keep going.” “‘I need to speak to my wife!’” yelled another. “Or his business partner!” shouted yet another. “Excellent,” I said calmly, writing both objections down. “We’re making serious progress here. There are only 994 to go. Keep going.” “‘I’m not liquid right now!’” yelled a broker. “Ah, now, that’s good a one!” I said quickly, scribbling it down on the board. “Although, you have to admit that you’re not getting that one quite as much since we started calling rich people. Anyway, let’s keep going. There are only 993 to go.” “‘I only deal with my local broker!’” one of them yelled. “‘I never heard of your firm before!’” shouted another. “‘I’ve been burnt before!’” “‘I don’t like the market right now!’” “‘I’m too busy!’” “‘I don’t trust you!’” “‘I don’t make quick decisions!’” And on and on they went—calling out objection after objection, as I wrote each one down, in progressively worse handwriting. By the time they were done,