Way of the Wolf Quotes

“Act as if you’re a wealthy man, rich already, and you will become rich. Act as if you have unmatched confidence, and people will have confidence in you. Act as if you have all the answers, and the answers will come to you.”
― Jordan Belfort, Way of the Wolf: Straight Line Selling: Master the Art of Persuasion, Influence, and Success

“the logical mind serves as a human bullshit detector.”
― Jordan Belfort, Way of the Wolf: Straight Line Selling: Master the Art of Persuasion, Influence, and Success

“You do not want to try to resolve their pain at this point. In fact, if anything, you want to amplify that pain.”
― Jordan Belfort, Way of the Wolf: Straight Line Selling: Master the Art of Persuasion, Influence, and Success

“amplify that pain by asking the following questions: “How long has this been going on?” “Do you see this getting better or worse?” “How do you see yourself in two years?” “How has it affected your health or your family?” In essence, you want to make sure that you make your prospect talk about their pain. These types of questions will have a powerful impact on opening the prospect’s mind to receiving information, which they will now measure against their pain.”
― Jordan Belfort, Way of the Wolf: Straight line selling: Master the art of persuasion, influence, and success

“In terms of the split between logic and emotion, you’re always going to build airtight logical cases first and airtight emotional cases second. Why? Quite simply, by making the airtight logical case first, you satisfy your prospect’s bullshit detector, which then frees them up to be moved emotionally.”
― Jordan Belfort, Way of the Wolf: Straight line selling: Master the art of persuasion, influence, and success

“95 percent of the time, the common objections are merely ploys on the part of the prospect, who would rather bow out of the sale gracefully than have to look the salesperson in the eye and confront them about their lack of certainty concerning the Three Tens.”
― Jordan Belfort, Way of the Wolf: Straight Line Selling: Master the Art of Persuasion, Influence, and Success

“In other words, when you reach the end of the Forrest Gump pattern, rather than asking your prospect a question (like you’ve done with your previous patterns), you’re going to move straight into your new pattern for reselling the company—using the following seven words as your transition: “And as far as my company goes …” For example, let’s say that the last point you were trying to get across to Bill with your Forrest Gump pattern was that not only are you going to tell him when to buy but you’re also going to tell him when to sell.”
― Jordan Belfort, Way of the Wolf: Straight line selling: Master the art of persuasion, influence, and success

“Use power words, like “dramatically,” “explosive,” “fastest growing,” “most well respected.” Power words go a very long way to capturing someone’s attention and establishing yourself as an expert.”
― Jordan Belfort, Way of the Wolf: Straight line selling: Master the art of persuasion, influence, and success

“communications to your “almost” new client come from a position of strength—meaning that, as far as you’re concerned, the deal is already closed and the communication you’re sending is from the perspective of building a long-term relationship and doing more business in the future. Otherwise, you’ll come off as being desperate, and it will end up having the reverse effect.”
― Jordan Belfort, Way of the Wolf: Straight line selling: Master the art of persuasion, influence, and success

“One of the key reasons why you want to always use a script for prospecting is that each industry has its own unique set of questions that need to be asked in a certain order. If you try to wing it—as opposed to having all your questions mapped out in advance, in precisely the right order—then the chances of you remembering all the questions, or asking them all in the right order, is slim to none, and each mistake you make will have a negative impact on your ability to gather intelligence. Another major benefit of using a prospecting script is that since you already know what words you’re going to say, your conscious mind is freed up to focus on applying the right tonality to your words, as well as on what your prospect is communicating back to you.”
― Jordan Belfort, Way of the Wolf: Straight line selling: Master the art of persuasion, influence, and success

“In addition, I want you to notice how I use the word “so” in the second half of each of the three examples. In this context, we refer to the word “so” as a justifier, because it justifies your need to ask the prospect questions, as opposed to doing it out of curiosity or nosiness. In essence, in order to do your job correctly, there are certain things that you need to know in your capacity as an expert. By using a justifier, you can get that point across to your prospect loud and clear, and it paves the way for an even more productive intelligence-gathering session.”
― Jordan Belfort, Way of the Wolf: Straight line selling: Master the art of persuasion, influence, and success

“I would say, “Act as if you’re a wealthy man, rich already, and you will become rich. Act as if you have unmatched confidence, and people will have confidence in you. Act as if you have all the answers, and the answers will come to you.” In other words, I told them that they should not only think like wealthy people but to also carry themselves that way, because it leads to the right state of mind.”
― Jordan Belfort, Way of the Wolf: Straight Line Selling: Master the Art of Persuasion, Influence, and Success

“In the first Straight Line syntax, and in each syntax that followed, taking immediate control of the sale was the very first step in the system, and it always will be. Just how you go about doing that turned out to be elegantly simple, albeit with one complication: You have only four seconds to do it. Otherwise, you’re toast.”
― Jordan Belfort, Way of the Wolf: Straight Line Selling: Master the Art of Persuasion, Influence, and Success

“THE FIVE CORE ELEMENTS OF THE STRAIGHT LINE SYSTEM 1 The prospect must love your product. 2 The prospect must trust and connect with you. 3 The prospect must trust and connect with your company. 4 Lower the action threshold. 5 Raise the pain threshold.”
― Jordan Belfort, Way of the Wolf: Straight Line Selling: Master the Art of Persuasion, Influence, and Success

“I was able to persuade each new Strattonite to leave the insults of the past behind and check their emotional baggage at the door;”
― Jordan Belfort, Way of the Wolf: Straight Line Selling: Master the Art of Persuasion, Influence, and Success

“You must take immediate of control the sale. 2 You must engage in massive intelligence gathering, while you simultaneously build massive rapport with your prospect. 3 You must smoothly transition into a Straight Line presentation, so you can begin the process of building absolute certainty for each of the Three Tens.”
― Jordan Belfort, Way of the Wolf: Straight Line Selling: Master the Art of Persuasion, Influence, and Success

“people don’t buy on logic; they buy on emotion, and then justify their decision with logic.”
― Jordan Belfort, Way of the Wolf: Straight Line Selling: Master the Art of Persuasion, Influence, and Success

“First, you’re identifying their needs—and not just their core need but also any secondary needs or ‘problems’ they might have.”
― Jordan Belfort, Way of the Wolf: Straight Line Selling: Master the Art of Persuasion, Influence, and Success

“Vender es todo en la vida. De hecho, si no vendes, fracasarás.”
― Jordan Belfort, El camino del Lobo: Domina el arte de la persuasión, la influencia y el éxito (Alta Definición)

“unwitting”
― Jordan Belfort, Way of the Wolf: Straight Line Selling: Master the Art of Persuasion, Influence, and Success

“One of the key reasons why you want to always use a script for prospecting is that each industry has its own unique set of questions that need to be asked in a certain order. If you try to wing it—as opposed to having all your questions mapped out in advance, in precisely the right order—then the chances of you remembering all the questions, or asking them all in the right order, is slim”
― Jordan Belfort, Way of the Wolf: Straight Line Selling: Master the Art of Persuasion, Influence, and Success

“Just one final point with this—and that’s to never forget the ethical side of the equation, which is that you do not want to use pain to disempower people; you want to use it to empower people by helping them make good buying decisions, so they can have the things that they truly need.”
― Jordan Belfort, Way of the Wolf: Straight line selling: Master the art of persuasion, influence, and success

“Jim, please don’t misconstrue my enthusiasm for pressure; it’s just that I know that this truly is a perfect fit for you …,” and now you have two options. Option one is to use this as an opportunity to loop back into the sale, yet again, and give it one more shot—paying very close attention to your tonality and body language as well as the tonality and body language of your prospect. In your case, you want steer clear of any unconscious communication that speaks of either absolute certainty or bottled enthusiasm, and focus on utter sincerity and “I feel your pain.” In the case of your prospect, you want to focus on both their conscious and unconscious communication, and if either one signals that they’re feeling pressured or perturbed in the slightest way, then I would immediately transition to option number two. Option two is to use this as an opportunity to get back into rapport with your prospect so you can end the encounter on a high note, while also setting up the possibility for a callback. In this case, you would say something like: “Jim, please don’t misconstrue my enthusiasm for pressure; it’s just that I know that this truly is a perfect fit for you.” Then you’d change your tonality to one of utter sincerity, and add: “So, why don’t we do this: let me email you the information you’re looking for”—or whatever the prospect’s last objection was—“and then give you a few days to look through everything and also to discuss it with your wife”—or whatever their secondary objection was; if there was none, then you’d just omit this—“and”
― Jordan Belfort, Way of the Wolf: Straight line selling: Master the art of persuasion, influence, and success

“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 paint your prospect that all-important pain-free picture of the future, where he can actually see himself using your product and getting the exact benefits he was promised and feeling great as a result of that; and, from there, you’re going to transition directly into a soft close and ask for the order again.”
― Jordan Belfort, Way of the Wolf: Straight line selling: Master the art of persuasion, influence, and success

“This is why you introduce pain in two spots: first, during the intelligence-gathering phase, you want to identify where your prospect’s pain lies and, if necessary, amplify it to ensure that your prospect listens to your presentation from that perspective; and second, you’re going to reintroduce that pain right now, at the beginning of your third loop, using a language pattern that sounds something like this: “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”
― Jordan Belfort, Way of the Wolf: Straight line selling: Master the art of persuasion, influence, and success

“No, definitely not,” replies Bill. “Exactly! Of course it won’t. It’s not gonna make you rich, and it’s not gonna make you poor, but what this trade will do is serve as a benchmark for future business. It’ll show you that I can put you into the market at the right time, and take you out as well. So why don’t we do this: “Since this is our first time working together, why don’t we start off a bit smaller this time. Instead of picking up a block of ten thousand shares, let’s pick up a block of a thousand shares, which is now a cash outlay of only thirty thousand dollars. Of course, you’ll make a bit less money as the stock trades higher, but your percentage gain remains the same, and you can judge me on that alone; and believe me, Bill, if you do even half as well as the rest of my clients in this program, the only problem you’re going to have is that you didn’t buy more. Sound fair enough?” And then you shut up and wait for a response.”
― Jordan Belfort, Way of the Wolf: Straight line selling: Master the art of persuasion, influence, and success

“Bill, let me ask you an honest question: what’s the worst that can possibly happen here? I mean, let’s say I’m wrong and the stock actually goes down a few points, and you lose two thousand bucks. Is that gonna put you in the poorhouse?” “No,” Bill replies a bit grudgingly. “Exactly,” you continue. “Of course it won’t! And, on the upside, let’s say I’m right—like we both think I am—and the stock goes up fifteen or twenty points, like we both think it will, and you make fifteen or twenty grand. I mean, it’ll feel good and everything, but it’s not gonna make you the richest man in town, now will it?”
― Jordan Belfort, Way of the Wolf: Straight line selling: Master the art of persuasion, influence, and success

“The third way is to use certain key phrases that paint a picture that runs counter to the worries and concerns that a typical high–action-threshold prospect ruminates on. Some examples of this are: “I’ll hold your hand every step of the way” … “We pride ourselves on long-term relationships” … “We have blue-chip customer service.”
― Jordan Belfort, Way of the Wolf: Straight line selling: Master the art of persuasion, influence, and success

“just answer it and ask for the order again; instead, you’re going to loop back into the sale once more and move your prospect to an even higher level of certainty for each of the Three Tens, using the secondary language patterns that you created for this exact purpose. Now, from here, rather than going straight to the close (like you did with your first loop), you’re first going to run an extremely powerful language pattern that will allow you to crack the fourth number in your prospect’s buying combination—namely, their action threshold.”
― Jordan Belfort, Way of the Wolf: Straight line selling: Master the art of persuasion, influence, and success

“The rest of them, however, are going to require a bit more persuading, in the form of running additional loops that address one of the following three areas: Increasing their level of certainty for one or more of the Three Tens Lowering their action threshold Increasing their pain threshold”
― Jordan Belfort, Way of the Wolf: Straight line selling: Master the art of persuasion, influence, and success