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

by Jordan Belfort

“Now, Bill, I know you said before that you’re worried about your retirement in terms of Social Security not …” and so forth, and then you’re going to raise the level of pain by asking your prospect what they think is going to happen with the situation if they fail to take action to fix it. Using an empathetic tone, you would say: “Bill, let me ask you a question. Given how things have been deteriorating over the last twelve months, where do you see yourself in a year from now? Or, even worse, five years from now? Are things going to be even more intense, in terms of all the sleepless nights and the worrying?” And make sure that you maintain a very sympathetic tone throughout the entire pattern. If you do, nine times out of ten, your prospect will say something like: “At best, I’ll be in the same spot I’m in right now, but it’ll probably be a lot worse.” And that’s your chance to say, in the I care and I feel your pain tonality: “I get it, Bill. I’ve been around the block a couple of thousand times now, and I know that these things typically don’t resolve themselves unless you take serious action to resolve them. “In fact, let me say this: one of the true beauties here is that …,” and now you’re going to quickly resell the Three Tens, using a concise yet very powerful consolidation of the tertiary language patterns that you created for each of the Three Tens, which will focus almost exclusively on the emotional side of the equation—using the technique of future pacing to p...