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

by Jordan Belfort

This is why we often find ourselves in situations where we’re trying to close someone whose responses indicate that they’re in a state of absolutely certainty (for all three of the Three Tens), yet we still can’t get them over the line. Instead, they keep hopping from objection to objection, saying things like: “Let me think about it” or “Let me call you back” or “Send me some information,” and so on. So, what do you do in those cases? The answer is, you lower your prospect’s action threshold, right on the spot. In total, there are four ways to do this. The first way is to offer your prospect a money-back guarantee. This is a very simple, very common strategy that’s used in countless different industries. It’s especially prevalent on the Internet, where the chance of not getting what you thought you were paying for is significantly higher than in the offline marketplace, due to the presence of a large number of overseas vendors and unlicensed resellers. The second way is to offer your prospect a cooling off or rescission period. This is a contractual feature that allows a prospect to make a binding decision now, but then reverse that decision for up to five business days. This is common in certain regulated industries, like real estate and vacation sales. While rescission periods are typically mandated by either a state or federal regulatory agency, that doesn’t change the fact that they can still be used as a very powerful closing tool. The third way is to use certain key...