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

by Jordan Belfort

Typically, what happens is that your prospect keeps trying to take you off the straight line and take control of the conversation.” I drew a series of thin arrows, pointing upward and downward (↑↓), away from the straight line, to illustrate that point. “So, basically, you want to keep the prospect on the straight line, moving forward towards the close, and he keeps trying to take you off the straight line, and spiral off to Pluto”—I wrote the word “Pluto” near the top of the whiteboard—“or down here, to Your-anus”—I wrote the word “Your-anus” near the bottom of the whiteboard—“which is not a very good place to be, at least for most of you.” I threw my hands in the air and shrugged, as if to say, “To each his own!”