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Way of the Wolf: Become a Master Closer with Straight Line Selling

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Jordan Belfort immortalized by Leonardo DiCaprio in the hit movie The Wolf of Wall Street reveals the step-by-step sales and persuasion system proven to turn anyone into a sales-closing, money-earning rock star. For the first time ever, Jordan Belfort opens his playbook and gives readers access to his exclusive step-by-step system the same system he used to create massive Jordan Belfort immortalized by Leonardo DiCaprio in the hit movie The Wolf of Wall Street reveals the step-by-step sales and persuasion system proven to turn anyone into a sales-closing, money-earning rock star. For the first time ever, Jordan Belfort opens his playbook and gives readers access to his exclusive step-by-step system the same system he used to create massive wealth for himself, his clients, and his sales teams. Until now this revolutionary program was only available through Jordan s $1,997 online training. Now in The Way of the Wolf, Belfort is ready to unleash the power of persuasion to a whole new generation of readers, revealing how anyone can bounce back from devastating setbacks, master the art of persuasion, and build wealth. Every technique, every strategy, and every tip has been tested and proven to work in real-life situations. Written in his own inimitable voice, The Way of the Wolf cracks the code on how to persuade anyone to do anything, and coaches readers, regardless of age, education, or skill level, to be a master sales person, negotiator, closer, entrepreneur, or speaker."


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Jordan Belfort immortalized by Leonardo DiCaprio in the hit movie The Wolf of Wall Street reveals the step-by-step sales and persuasion system proven to turn anyone into a sales-closing, money-earning rock star. For the first time ever, Jordan Belfort opens his playbook and gives readers access to his exclusive step-by-step system the same system he used to create massive Jordan Belfort immortalized by Leonardo DiCaprio in the hit movie The Wolf of Wall Street reveals the step-by-step sales and persuasion system proven to turn anyone into a sales-closing, money-earning rock star. For the first time ever, Jordan Belfort opens his playbook and gives readers access to his exclusive step-by-step system the same system he used to create massive wealth for himself, his clients, and his sales teams. Until now this revolutionary program was only available through Jordan s $1,997 online training. Now in The Way of the Wolf, Belfort is ready to unleash the power of persuasion to a whole new generation of readers, revealing how anyone can bounce back from devastating setbacks, master the art of persuasion, and build wealth. Every technique, every strategy, and every tip has been tested and proven to work in real-life situations. Written in his own inimitable voice, The Way of the Wolf cracks the code on how to persuade anyone to do anything, and coaches readers, regardless of age, education, or skill level, to be a master sales person, negotiator, closer, entrepreneur, or speaker."

30 review for Way of the Wolf: Become a Master Closer with Straight Line Selling

  1. 5 out of 5

    da AL

    A thorough description of the art of sales in descriptive hands-on terms - good for any level of salesperson.

  2. 5 out of 5

    Henrik Haapala

    "Every sale is the same" /JB 1 ----------------------------------- 10 certainty: 10: Being 100% convinced this person, product and company will make my life better and help me achieve my goals/avoid pain. 1: absolute crap. 5: "Please influence me now. I can't make up my mind, so please help me!" Straight line: OPEN X ----->---->----->----->X CLOSE In control vs out of control 2 types of certainty: • Logical certainty • Emotional certainty Future pacing: You are playing the post-buying movie in the best p "Every sale is the same" /JB 1 ----------------------------------- 10 certainty: 10: Being 100% convinced this person, product and company will make my life better and help me achieve my goals/avoid pain. 1: absolute crap. 5: "Please influence me now. I can't make up my mind, so please help me!" Straight line: OPEN X ----->---->----->----->X CLOSE In control vs out of control 2 types of certainty: • Logical certainty • Emotional certainty Future pacing: You are playing the post-buying movie in the best possible fashion allowing the person to experience your products amazing benefits right now. Speaking: When you’re speaking its directed. Its powerful. Your words have meaning behind them; and the meaning is to create massive certainty in the mind of your prospect as you move him down the straight line, from the open to the close. 1. The prospect must love your product: 100 % certainty 2. The prospect must trust and connect with you:100 % certainty 3. The prospect must trust and connect with your company: 100 % certainty 4. Lower the action threshold 5. Raise the pain threshold First four seconds establish that you are: 1. Sharp as a tack 2. Enthusiastic as hell 3. An expert in your field 90% of the time we are communicating without speaking. Power whisper: using scarcity. Bottled enthusiasm Below the surface and bubbles over as you speak with clarity and intensity. State management "An empowered state is the equivalent of the valve to your internal resources being fully open, allowing you to access them at will." p.81 Entering a state of enthusiasm/power at will --> charisma Olfactory anchoring: Using a powerful smell to create an anchor when in an empowered state. Similar to NLP, but doing it when already naturally in that state. (my comment: definitely try this, I’ve done similar stuff) Tonality and body language: Eye contact: 72% Open vs closed Smiling Listening --> intelligence Being in control Being an expert Rapport Congruence 10 different tonalities. Be an expert listener. Always use a script as a strategy but memorize it, or several, and free your conscious mind to read the other person. (Planning, preparation) 5/5 absolute gold!

  3. 4 out of 5

    Chris C - A Midlife Wife

    Interesting ideas. Straightforward writing. ~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~ This book is loaded with great tips and tricks about the human psyche and how to sell effectively. Learning sales skills is important in any type of business today so why not learn from the best? Written in easy, conversational language, any one can pick up this book and start to improve themselves. A great addition to your marketing lessons and self improvement skills. This is one you will recommend to others as well as re Interesting ideas. Straightforward writing. ~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~ This book is loaded with great tips and tricks about the human psyche and how to sell effectively. Learning sales skills is important in any type of business today so why not learn from the best? Written in easy, conversational language, any one can pick up this book and start to improve themselves. A great addition to your marketing lessons and self improvement skills. This is one you will recommend to others as well as read over and over yourself.

  4. 5 out of 5

    Max Berger

    If you’ve ever seen the incredibly stylish and debauched film “The Wolf of Wall Street,” you might understand why a book written by Jordan Belfort seemed so appealing to me at first. While you can certainly question Belfort’s sense of judgment, morality and self-control, it’s hard to deny that he is excellent at what he does professionally. And this book is all about learning his methods for becoming a great salesperson through “The Straight Line System.” He claims that this is the system he and If you’ve ever seen the incredibly stylish and debauched film “The Wolf of Wall Street,” you might understand why a book written by Jordan Belfort seemed so appealing to me at first. While you can certainly question Belfort’s sense of judgment, morality and self-control, it’s hard to deny that he is excellent at what he does professionally. And this book is all about learning his methods for becoming a great salesperson through “The Straight Line System.” He claims that this is the system he and his team at Stratton-Oakmont used to skyrocket their company to success, and that you can become a top notch salesperson by applying the same principles. To be honest though, I didn’t fully buy it (no pun intended). Belfort just came across too much like a salesman to me, if that makes sense. “Well duh, what else were you expecting?” Yeah I know, but it was to the point that it didn’t seem genuine. He’s a big fan of exaggeration and hyperbole, and making broad statements about the efficacy of his methods that seem way too good to be true. It almost reminds me of the communication style of Donald Trump, which is not a positive quality to me. He’ll say things like “The Straight Line System can turn even the worst salesperson into a great one, every time, always!” and “Using this method, you can close ANYONE who is closeable!” That last part especially annoys me. It feels like a cop out so that if the system doesn’t work, he can just shrug and say that the prospect must not have been closeable to begin with. Well I’ve made clear my feelings about the messenger; what about the message? I will give credit where it is due, I actually think there are a lot of good points in this book. The Straight Line System is a good framework for making sales. It organizes important points and allows you to methodically yet naturally progress through the various stages of a sale. There’s nothing groundbreaking about it like Belfort keeps claiming, since a lot of it feels like common sense and an amalgamation of tried-and-true principles that he didn’t invent, but I did get value from it. I would certainly recommend this book to aspiring salespeople. I couldn’t tell you if this is the best book to teach you about sales – I’m not a salesperson, nor do I ever plan to become one. However, I believe that almost every job has at least some aspect of selling involved, and mine certainly does. I picked up some useful tips and tricks from Mr. Belfort, even though I wasn’t sold on his bravado (okay, that time the pun was intended. Sorry not sorry). 7/10.

  5. 5 out of 5

    Joe

    From the title of the book it is quite clear this is a sales book so I’m unsure why there are so many one star reviews expecting it was a sequel to The Wolf of Wall Street autobiography. For someone who doesn’t work in sales the book still had several useful elements and explained the importance of planning your script, state management, anchoring, matching and mirroring, predicting likely objections, keeping the conversation on track, choice of words and the subtle use of tonality. All would be From the title of the book it is quite clear this is a sales book so I’m unsure why there are so many one star reviews expecting it was a sequel to The Wolf of Wall Street autobiography. For someone who doesn’t work in sales the book still had several useful elements and explained the importance of planning your script, state management, anchoring, matching and mirroring, predicting likely objections, keeping the conversation on track, choice of words and the subtle use of tonality. All would be useful in a project presentation or salary negotiation as some examples to benefit those of us who don’t work in an obvious sales role. I plan to watch the video series as I think some of it will be clearer in the videos and I can more easily take notes while I’m watching on the areas that are more relevant to my position.

  6. 5 out of 5

    Daniel Rodic

    Written by the Wolf of Wall Street himself, this book gives you an overview of the Sales Training System (called the Straight Line Method) which simplifies every sales conversation into a simple to follow framework. There are some elements of the book that I just thought were overly specific to his personality (e.g. he linked moving into a “flow state” - what he calls a state of complete certainty - by using a specific smell in a tube that he carried with him) While definitely worth experimentin Written by the Wolf of Wall Street himself, this book gives you an overview of the Sales Training System (called the Straight Line Method) which simplifies every sales conversation into a simple to follow framework. There are some elements of the book that I just thought were overly specific to his personality (e.g. he linked moving into a “flow state” - what he calls a state of complete certainty - by using a specific smell in a tube that he carried with him) While definitely worth experimenting with, I think very specific tactics like this will vary person to person. With that said, the framework of sales as I’ll describe below made perfect sense to me the first time I read it, and I’m excited to begin testing it to see how it might work. THE FRAMEWORK A sale only happens when you’ve accomplished 5 things with your buyer: 1. Certainty with your product or service 2. Certainty and trust with the sales person 3. Certainty and trust with the company selling the service 4. A low pain threshold relative to the ability that your product has to remove the pain 5. An action threshold that is surpassed based on the level of certainty of 1,2,3 If you don’t have a sufficient level certainty across all 3 that surpasses a prospects action threshold, a sale will never happen. If someone has a low action threshold, they only need to be an 8/10 on #1, #2 or #3 to buy. Someone who is very hard to sell to is one that has a very high action threshold and would need to be at a 9.5+ / 10 for a sale to happen. To ensure the sale closes the pain the buyer is feeling must be above their current threshold to deal with that pain. If they aren’t suffering from sufficient pain, there isn’t a real benefit for them to change their state and buy your product to solve it. You can lower their action threshold by (1) increasing the pain of what they are suffering from in some way or (2) showing how the decision is reversible, or won’t have a life changing impact if wrong, and therefore reducing the cost of making a bad decision in the buyers mind. On 1,2,3 you must ensure you get the prospect to a level of certainty on both a logical and emotional level. HANDLING OBJECTIONS When an objection presents itself, Belfort highlights that regardless of what the buyer is saying, it can be boiled down to them not having a sufficient level of certainty on #1, #2 or #3. Either they don’t trust that your product will solve their need, they don’t trust you, or they don’t trust your company. Anytime there’s an objection, instead of addressing it head on, you instead need to deflect it using a turn of phrase like “I understand what you’re saying. But let me ask you a question, does the idea make sense? Do you like the idea?” then go back into another few sentences of your presentation (he calls these segments of a presentation loops) with the objective of increasing the buyers level of certainty. You must ensure you have certainty on #1, #2 then #3 in order. So you will continue loops until you feel like the prospect is at a 8+ on product certainty, logically first, then emotionally second, before moving on to sales loops on #2, then #3. ON SCRIPTS As someone who’s very against scripting, this concept really stood out to me. Whenever you watch a movie that motivates you, inspires you — elicits an emotional reaction of some sort — those moments were created for you as the viewer with carefully crafted and rehearsed scripts. As a sales person, if you want to generate the same results in your buyers, you need to perfect a script that you repeat every time. If a script makes you feel “wooden or stiff” it just means you wrote a shitty script. It should be written as if you’re speaking, not using perfect english. The script should also focus on the tonality that you use. The same words said with different tonality will come off different to the person you’re speaking with. Scripts enable you to not worry about what to say, and instead focus on how to say it, and to actively listen to your buyer. BUILDING A SCRIPT - THE INTRO One of the most important elements of the script you write is the first 4 seconds. You need to convey to the buyer that you are: 1. Sharp as a tack - you must show you can make fast decisions and have a pace of delivery that signifies this intelligence. 2. Enthusiastic as hell - you must believe internal that you have something great to offer and talk accordingly 3. An expert in your field - this comes from translating features into benefits and simplifying industry terms that make the complex look simple The onus is on you to quickly close the gap between acting “as if” you are the expert, and actually taking the time to rapidly learn and “become” an expert Overall you must come across as a person worth listening to. 1. Get to your points quickly 2. Don’t waste their time 3. Have a solution 4. Be an asset to them long-term After this 4 second intro - you then progress into intelligence gathering but before you do this you must ask permission to the prospect to o so. You simply do this by saying something like “Let me ask a couple of quick questions so I don’t waste your time” Using the word “so” is an important thing called a justifier to ensure the buyer knows why you’re asking them these questions. BUILDING A SCRIPT - Gathering Intelligence Your questions should be used to validate if you can actually help the buyer and that the buyer can afford the solution you are selling to them. The questions you ask should be asked in a logical order, in such a way that also moves from low invasive to high invasive questions, and each question should use the appropriate tonality so you ensure you build rapport with your buyer not destroy it. Assuming the prospect is actually a buyer - then you use a powerful transition such as “Well, based on everything you’ve told me, this is definitely something that will hep you and let me tell you why…” BUILDING A SCRIPT - RAPPORT & PREPARATION Building rapport has nothing to do with small talk as that doesn’t establish you as an expert. You don’t want to quash small talk. Instead you let the buyer have their moment and bring them back to the “straight line” by saying something like “That’s really cool, I never knew about that. Thank you for sharing that. Now, as far as your goal of…” If you feel like you are ever moving out of rapport with a buyer, you need to stop your loop and move back into active listening, using a tone of “I care and want to learn more” and “I feel your pain” - you always have to be building rapport throughout the prospect. Scripts ensure that rapport and charisma is baked into the words you’re saying. “He cares about me, he understands me, he feels my pain” are things people feel when they meet someone with a lot of “charisma” - you can engineer this through a script. Your script also ensures that you are prepared for anything that may come up in a sale. You’ve thought through and prepared a sales loop for any objection (remember - that’s a smokescreen for not having a certain level of certainty on 1, 2, 3). Overall you have 4 elements to your script * Script to introduction * Script with the main body of your presentation that ends with you asking for the order the first time * Scripts with the rebuttals to main objections you expect to hear (the generic response can be “I hear what you’re saying, but let me ask you a question: Does the idea makes sense to you? Do you like the idea?”) * Scripts to loop you from an objection-rebuttal script that will allow you to loop back into the sale process to increase certainty After every loop you say something like “You follow me so far?” or “Makes sense” - only until they say yes do you move on to the next loops. For example * 4 Second Intro - upbeat and enthusiastic * Link the call to how you met your prospect * Justify why you’re having the call * Ask permission to enter the intelligence gathering phase * Qualify the prospect via intelligence gathering * Assuming this is true, powerful transition into your body of your sales script saying “Based on what you told me, I think This is a perfect fit for you” * Name of your Product * Paragraph or two on ONE single benefit that fills a clients need * Use Metaphors or examples here, or try to link it to credible high profile customers that use your product or endorse it to increase certainty * “You follow me so far?” * Paragraph or two on ANOTHER single benefit… you follow me so far? * Paragraph or two on ANOTHER single benefit… you follow me so far? * Transition to close - create urgency if you can (at minimum with your tonality by using a “hushed” tone) * As directly for the order * If they object (as most will) * Transition into a rebuttal script / new loop by saying: “I hear what you’re saying, but let me ask you a question: Does the idea makes sense to you? Do you like the idea?” * Depending on their response, if they give you a very unenthusiastic response (e.g. 1 or 2 on certainty) you probably didn’t qualify properly and should end the call * If they are in the middle, then you loop back into a sales script that left off after the last benefit you highlighted * Reply in a tonality that matches theres and is slightly more certain. You will break rapport if you jump too many levels * As you go through your new loop, increase your certainty ever so slightly until half way through where you are speaking at peak confidence * Repeat this sequence 3 or 4 times at most until * They have total confidence in the product * Then start looping on the trust level with you as the sales person * These loops go into your background, experience, credentials * If that’s established, then start looping on the trust of the company * These loops go into company awards, great customer service… etc. * At any time if you get a sense they are now getting uncomfortable (being rude, laughing nervously) after 3 or 4 loops, the give them space and ask permission to reengage at a later date * If you progress through all 3 levels, ask for the order. * If that fails, amplify pain or lower their action threshold * You can do this by asking for a smaller order via a step down like “I’m obviously not getting rich here but this will serve as a benchmark for future business” * Other ways include money back guarantees, cooling off period, paint a picture by saying “I’ll hold your hand the entire way” to reduce negative fears or use a 4th very powerful language pattern such as a phrase like * “Let me ask you an honest question, what’s the worst that can happen here? Let’s say this fails, you loose $XXXX, is that going to bankrupt you? [No definitely not] And if it works well, it won’t make you incredibly profitable either, will it? [No, definitely not]. This won’t kill you and won’t make you wildly successful, but it will serve as a benchmark for future business. * Follow this with a step down sale of a smaller amount. * If this doesn’t work, you then must start recalling in a sympathetic tone the pain points they highlighted to you at the start of your intelligence gathering * E.g. I know you said before that you’re worried about XYZ, given how things are going where do you see the business a year from now? * If it still doesn’t work say something like * “Please don’t misconstrue my enthusiasm for pressure, I just know this will help you. Let me do this, I’ll send you some info and let you sit with it. Let’s chat again next week?” * Let them cool off and repeat this again BUILDING A SCRIPT - OBJECTIONS You must structure your script so that not all your benefits come out at the start as you need to save those benefits for subsequent loops that you use to increase the certainty within your buyer. You should have loops that reinforce certainty in 1, 2, and 3 Be mindful of “energy in, benefits out” as you get to the close. Whenever a prospect gives you buying signals such as “so how much will this cost me?” you shouldn’t just reply with “$3,000” but instead “great question, the cash outlay is $3,000 and for that you get Benefit 1, Benefit 2, Benefit 3 - the next steps to get you setup are super simple, so believe me if you do half as well as my other clients, then the only problem you’ll have is that I didn’t call you six months earlier and you started then. Sound fair enough?” Notes * On calls, it’s important to monitor how many calls it takes for a prospect to buy. When a prospect exceeds a certain number of days between calls or a certain number of calls above and beyond your maximum you should consider it a dead prospect and recycle it for someone else to reengage in 3+ months * Once a deal is closed you still need to work on maintaining or improving certainty within your prospect through case studies, dinners, emails… etc. * Good questions to ask * What do you lie or dislike about your current supplier? * What is your biggest headache with your business? * What would be your ideal program if you could design it? * Of all the factors that we just spoke about, what is the most important to you? * Have I asked about everything that’s important to you?

  7. 5 out of 5

    Connor England

    After reading the Way of the Wolf by Jordan Belfort, the book honestly pointed out things that I have never thought about before. This book is nonfiction and teached you how to become a better salesperson through different tactics. This book was able to grab my attention right from the start. He started off with a warning of how this book will provide anyone reading with the ability to persuade most people. He tells you not to take advantage of people because you will be able to. After the warni After reading the Way of the Wolf by Jordan Belfort, the book honestly pointed out things that I have never thought about before. This book is nonfiction and teached you how to become a better salesperson through different tactics. This book was able to grab my attention right from the start. He started off with a warning of how this book will provide anyone reading with the ability to persuade most people. He tells you not to take advantage of people because you will be able to. After the warning he went into how he invented the straight line selling system. This part was interesting based off of how he came up with the idea pretty much in the moment of talking to his struggling employees. For the rest of the book he take you through every step it takes to become a killer salesperson. He talks about body language, conscious and unconscious mind, how to make people think for you not against you. This honestly helped me with my job in door knocking since I have to persuade people everyday. If I am unable to, then I will make no money simple as that. This book is worth picking up and reading it front to back. Everyday we are trying to convince and persuade people and I promise this book will only help. I agreed with everything that Jordan Belfort was saying he was only telling the truth about people and their motives/intentions. What stood out to me the most with this book is actually how much it has helped me improve in sales. At first I thought I would read the book and get nothing out of it. But the book proved me wrong and helped in ways I would have never thought of.

  8. 5 out of 5

    Faisal Alarifi

    It is definitely a plus to have book read to you by the wolf himself through Audible. It gave it an edge, but at the same time it felt like he was trying to "Sell" you the straight-line system that he created. It felt a little repetitive at times, and longer than it should have been. At the end of the book there was so many lists, objectives, scales to keep track of. It is aimed towards salesmen mainly, I walked in hoping that it would be general to the point where it will be beneficial to people It is definitely a plus to have book read to you by the wolf himself through Audible. It gave it an edge, but at the same time it felt like he was trying to "Sell" you the straight-line system that he created. It felt a little repetitive at times, and longer than it should have been. At the end of the book there was so many lists, objectives, scales to keep track of. It is aimed towards salesmen mainly, I walked in hoping that it would be general to the point where it will be beneficial to people outside the industry,, but unfortunately that was not the case. At the end, a lovely ride with Jordan that I will not regret.

  9. 5 out of 5

    Fikayo Adebolajo

    Some very useful tips and points. But overall not a very well written book. I had my expectations set very high as this book came highly recommended. I was left slightly unimpressed.

  10. 5 out of 5

    Jonah Graham

    Fantastic, you don't even have to be in selling! Great food for thought! Fantastic, you don't even have to be in selling! Great food for thought!

  11. 5 out of 5

    Petar Ivanov

    A good book with some interesting ideas regarding the "Straight Line Selling" system. At the same time, I felt like the author is trying to sell me the book. Not so impressed by Belfort's writing style. Also, it felt a little repetitive at times and I was debating in my head whether I have to turn the book back or continue reading. I'm now aware of several vital concepts such as action and pain thresholds and how to try to lower them. Of course, the tone of voice and body language play a crucial A good book with some interesting ideas regarding the "Straight Line Selling" system. At the same time, I felt like the author is trying to sell me the book. Not so impressed by Belfort's writing style. Also, it felt a little repetitive at times and I was debating in my head whether I have to turn the book back or continue reading. I'm now aware of several vital concepts such as action and pain thresholds and how to try to lower them. Of course, the tone of voice and body language play a crucial part as well. It's very important to have a script and as the author states, every sale is the same. Overall, I do not regret the journey with Belfort but in my opinion, there're more engaging books on sales.

  12. 5 out of 5

    kartik narayanan

    Read the full review at my blog Digital Amrit I’m the Wolf of Wall Street. Remember me? The one who Leonardo DiCaprio played on the silver screen, the one who took thousands of young kids, who could barely walk and chew gum at the same time, and turned them into world-class closers using a seemingly magical sales training system called the Straight Line? The one who tortured all those panic-stricken New Zealanders at the end of the movie because they couldn’t sell me a pen the right way? You reme Read the full review at my blog Digital Amrit I’m the Wolf of Wall Street. Remember me? The one who Leonardo DiCaprio played on the silver screen, the one who took thousands of young kids, who could barely walk and chew gum at the same time, and turned them into world-class closers using a seemingly magical sales training system called the Straight Line? The one who tortured all those panic-stricken New Zealanders at the end of the movie because they couldn’t sell me a pen the right way? You remember. What is the book about? Way of the Wolf: Become a Master Closer with Straight Line Selling is written by Jordan Belfort, the Wolf of Wall Street. Jordan Belfort explains his Straight Line Selling system in this book. This is the system that he used when he was making millions at Wall Street. And this is the same system that he is teaching at seminars after his conviction and parole. His explanation is clear for the most part. As a result, I found this book to be incredibly informative and insightful about the sales process. What does this book cover? Way of the Wolf has twelve chapters. Jordan Belfort talks about the genesis of his Straight Line System in the first two chapters. He then gets into the specifics over the next ten chapters. Some of these specifics are -The importance of the first impression and how to make it count -The importance of self-belief -Getting into the groove where you are ready to sell -Body language and what works -Sales funnel and qualification -The conversations with the prospect -Sales scripts and how they exponentially improve selling -Art and science of looping i.e. handling objections Read the full review at my blog Digital Amrit

  13. 4 out of 5

    William Findley

    If you are looking for a sequel to Wolf of Wall Street, you will be extremely confused when you open this book. Now, when it comes to Way of the Wolf by Jordan Belfort, it seems as if a true salesman has the ability to sell the ability to sell. This is overall a descriptive nonfiction book pertaining to the art of closing a deal, and for the overall sake of selling objects, this book would be crucial to anyone who might even think about entering the world of marketing or selling. There is a lot If you are looking for a sequel to Wolf of Wall Street, you will be extremely confused when you open this book. Now, when it comes to Way of the Wolf by Jordan Belfort, it seems as if a true salesman has the ability to sell the ability to sell. This is overall a descriptive nonfiction book pertaining to the art of closing a deal, and for the overall sake of selling objects, this book would be crucial to anyone who might even think about entering the world of marketing or selling. There is a lot to be learned from this book for any type of salesperson. There are no characters, the plot doesn’t exist, and it doesn’t exactly compare to any other book you might read. It’s one of a kind, literally explaining every single little detail when it comes to closing a deal, called the Straight Line System. The fact is, this book really won’t matter to anyone who doesn’t require the knowledge it provides, but for someone who’s in need of an empowering kick, even if you don’t need to know anything about sales, the power for which Belfort writes with is absolutely amazing. When it comes to controversy, Belfort made his living ripping off the rich, and so many people see his books as criminal stories, and with this book being so new, the only way that I can think of this book as, “criminal” is when Belfort explains that his system can be “too effective.” I don’t quite believe this, but I guess that’s where the controversy comes into play. Overall, the book was an empowering read, but I wouldn’t suggest it to anyone who reads for enjoyment. It isn’t exactly the most climatic book or intriguing novel. It is purely informational. I enjoyed it though.

  14. 5 out of 5

    Robert Smith

    Maybe the best book on selling I've read yet. It was an audiobook though, I wish I had the physical copy. Maybe the best book on selling I've read yet. It was an audiobook though, I wish I had the physical copy.

  15. 5 out of 5

    Carl

    For someone not exposed to the inner workings of telesales organizations, I found this book interesting as it offers a glimpse into this world. Practical and applicable learnings.

  16. 5 out of 5

    hpmasih

    not a book for everyone but it helped me a lot

  17. 5 out of 5

    Marcos

    Some interesting points. Writes like a dick.

  18. 4 out of 5

    Timo Esser

    Straight line of selling is a good approach but rather for physical products not for creative products. Even though it has good insights and basics what you need to have as a good sales person as of being the #1. It’s not about the movie after all but about the technique of success.

  19. 4 out of 5

    Jacob Senholt

    I listened to this as an ebook - read aloud by the author himself, and I enjoyed it a lot. The book by the infamous 'wolf of wallstreet', who teaches some basic principles of selling. A lot of chapters on tonality and voice, which made this an excellent choice for a voice-recording, in particular by the author himself. While there might be a bit of fiction added to the blockbuster movie, most of the ideas taught by Belfort were actually picked up verbatim by DiCaprio, who spent weeks studying an I listened to this as an ebook - read aloud by the author himself, and I enjoyed it a lot. The book by the infamous 'wolf of wallstreet', who teaches some basic principles of selling. A lot of chapters on tonality and voice, which made this an excellent choice for a voice-recording, in particular by the author himself. While there might be a bit of fiction added to the blockbuster movie, most of the ideas taught by Belfort were actually picked up verbatim by DiCaprio, who spent weeks studying and learning from Belfort when preparing for his role in the movie. This book is not for everyone, but if you are interested in selling, persuasion techniques, telemarketing tips and overall inspiration towards believing in something and coming across with that message, I think you will enjoy this book.

  20. 5 out of 5

    Rimaldo Moises

    When it comes to selling this guy has an impressive track record, most notably those that got him into trouble. For anyone in the selling world I would recommend this book as it pin points all the patterns involved during a selling pitch. Because I believe that not all sells are to be treated equal, the book dedicated more than I would have prefer on an standard process of selling. Other than that, it was good read.

  21. 4 out of 5

    Bec Pink

    Regardless of your views of Jordan post watching wolf of wall street... there's no doubt he knows what his talking about regarding sales. I wish I read it earlier. Many sales courses I've done are just this book presented in various ways. The OG. Regardless of your views of Jordan post watching wolf of wall street... there's no doubt he knows what his talking about regarding sales. I wish I read it earlier. Many sales courses I've done are just this book presented in various ways. The OG.

  22. 4 out of 5

    Cole Feldman

    This book contains three kinds of content: One, Belfort telling stories about his days at Stratton Oakmont and teaching the “Strattonites” to be sales gods. Two, Belfort trying to sell other products like BoomBoom (an energy smelling inhaler thing) and of course his own in-home and online sales trainings. Three, Belfort's language and tonality in sales encounters. While reading the book, I mostly skipped (or at least skim read) anything in categories One and Two about Belfort's glory days or his This book contains three kinds of content: One, Belfort telling stories about his days at Stratton Oakmont and teaching the “Strattonites” to be sales gods. Two, Belfort trying to sell other products like BoomBoom (an energy smelling inhaler thing) and of course his own in-home and online sales trainings. Three, Belfort's language and tonality in sales encounters. While reading the book, I mostly skipped (or at least skim read) anything in categories One and Two about Belfort's glory days or his sponsored products. For example, Chapters 5 and 6 are a complete digression from the main body of the book, at the end of which Belfort includes a link to the BoomBoom product. So obvious was the digression even to Belfort himself that Chapter 7 begins with, “Let’s pick up right where we left off in Chapter 4.” However, I did find there was some good content in category Three about Belfort’s language and tonality. For me personally, the most helpful bits were about (1) Opening and (2) Looping. 1. Opening Belfort’s main tip for opening the phone call is to keep things informal and friendly. Being too formal comes off as “salesy.” “A salesperson should never address their prospect in an overly formal manner; instead, the salesperson should address the prospect in the way they would respectfully address a friend.” Here’s an example of bad language for your opening line: “Hi, my name is Bill Peterson, from the Acme Travel Company. I’m looking for Mr. John Smith. Is he home?” Here’s an example of good language, keeping it simple: “Hi, is John there?” And then once John says, “Yes, this is John,” you can introduce yourself and say where you’re calling from, but still not overly formal and not too much information: “Hi, my name is Bill Peterson, calling from Acme Travel Company in Beverly Hills, California. How are you today?” The most important thing to remember is your tone, especially as you raise your voice with an inflection as you ask the question at the end. The tone should be upbeat, and say without saying, “I care; I really want to know.” If you do your opening right, then Belfort says the prospect should create the following first impression about you: -Sharp as a tack -Enthusiastic as hell -An expert in your field 2. Looping “Looping” is the secret to the back half of the sale, i.e., after you’ve asked for the order for the first time and gotten your first objection. “The sale doesn’t truly begin until after your prospect hits you with the first objection.” Let’s say, for example, our prospect says, “It sounds interesting. Let me think about it.” Your response, according to Belfort, should be: "I hear what you’re saying, but let me ask you a question. Does the idea make sense to you? Do you like the idea?” Your tone for this response should be: hypothetical and money-aside. And if you’ve sold with any effectiveness, the prospect will admit that the product mostly makes sense and he/she likes it for one reason or another. Which is when you have the opportunity to complete the loop back into selling the product, focusing on anywhere in the prospect's response where something either didn’t make sense or something they didn’t like, using this transition: “Exactly—it really is a great buy down here! In fact one of the true beauties here is …” And then you can focus down on any of the prospect’s uncertainties, after which you will ask for the order again, and then, if given another objection, you can repeat the looping pattern, until you ask for the order and the prospect says yes. 3. Conclusion It’s the goal of Belfort’s “Straight Line System” to get the prospect to a ten on each one of “The Three Tens,” in which case the prospect will almost definitely buy (assuming away certain contingencies like high action threshold, etcetera). The Three Tens (a “ten” represents absolute certainty in the prospect) are as follows: -Product -You -Company For my personal sales strategy, Belfort’s advice on Opening and Looping were the most successful to increase my prospects’ Three Tens. This book was a decent read, but because of categories One or Two that I mentioned above, I probably wouldn’t recommend this book as #1 for a salesperson trying to improve their skills.

  23. 5 out of 5

    Jake

    If you are in phone/outside sales, this is a must read. Jordan gives real advice and tells the hard truths about how to succeed in any sales role.

  24. 5 out of 5

    Hamid Dastgir

    This book was severely disappointing for me. I read this book with the impression that it would help strengthen my persuasion skills and help me be as confident as his Leonardo counterpart. However, this book turned out to be just another generic "get-rich-quick-with-my-super-secret-recipe" book with no real content to offer. Firstly, the book was full of fillers to fill the overly diluted 242 pages. These fillers constituted of countless repetitions of his technique, followed by vague explanatio This book was severely disappointing for me. I read this book with the impression that it would help strengthen my persuasion skills and help me be as confident as his Leonardo counterpart. However, this book turned out to be just another generic "get-rich-quick-with-my-super-secret-recipe" book with no real content to offer. Firstly, the book was full of fillers to fill the overly diluted 242 pages. These fillers constituted of countless repetitions of his technique, followed by vague explanations that merely focused on quantity over quality. He would give you bulleted points of what you had just read, over and over again in hopes of filling up his pages. However, the tone of writing itself was incredibly immature. I bought this book with great expectations from "The Jordan Belfort". But it quickly became evident that I had made a mistake. For example, he started off his first chapter by establishing how he's the best, a natural, a wizard, and he's merely imparting us with the greatest sales gift ever. Lastly, the main crux of the book itself was a hoax, for it constituted of generic business communication techniques such as having a good posture and using good tonality in order to sell. This felt condescending, for the author felt that the readers are so incompetent that they wouldn't know basic techniques. Conclusively, I would not recommend this book ever. I was counting the pages left - a practice that I myself despise.

  25. 5 out of 5

    Sharon

    Bestselling author and “The Wolf of Wall Street”, Jordan Belfort, shares step-by-step instructions on using his very successful Straight Line System for any business, industry and even your personal life. He notes that you do not have to be in sales to use this system. You can use it from selling your great qualities in a job interview to selling anyone on a great idea. He teaches one how to use the Three Tens to influence a customer. He discusses the five core elements of the Straight Line Syste Bestselling author and “The Wolf of Wall Street”, Jordan Belfort, shares step-by-step instructions on using his very successful Straight Line System for any business, industry and even your personal life. He notes that you do not have to be in sales to use this system. You can use it from selling your great qualities in a job interview to selling anyone on a great idea. He teaches one how to use the Three Tens to influence a customer. He discusses the five core elements of the Straight Line System and notes the three things that “absolutely must come across in the first four seconds of an encounter with a customer”. There are many other great factors to consider of which he includes examples and links to his website. See my complete review at The Eclectic Review .

  26. 5 out of 5

    Vivi9112

    This review has been hidden because it contains spoilers. To view it, click here. Selling, the art of sales, is completely masterpiece. people could be influenced at any minute without any idea that someone is trying to sell them some idea or some story. What I loved about this book, as it stated below. straight line system tonality the importance of script A series of qs to get to know the people, "where do you live","how long have you been living there" "do you like the neighbourhood""are you married or single", "do you have any children""what kind of work do you do",, ,, "a Selling, the art of sales, is completely masterpiece. people could be influenced at any minute without any idea that someone is trying to sell them some idea or some story. What I loved about this book, as it stated below. straight line system tonality the importance of script A series of qs to get to know the people, "where do you live","how long have you been living there" "do you like the neighbourhood""are you married or single", "do you have any children""what kind of work do you do",, ,, "are you self employed, or work for others" Rejection is the beginning of sales money is nothing more than stored energy. tons of wonderful benefits out with a small energy in. solve the customer's problem sounds fair enough? as the closing the prospect's certainty of your product; certainty of you; certainty of company; action threshold; pain threshold

  27. 4 out of 5

    Diondre DeVisscher

    A must read (and re-read) for anybody working in sales or working with people in general. Regardless of your perception of "The Wolf", the man is a master of influence. Like similar books I've read in this category, Jordan provides many useful tips and pointers to use and improve on your own skills. However, unlike a lot of those same books, the examples he provides are extremely clear and concise, allowing for a better understanding and grasp of each concept. As well as a great full circle demo A must read (and re-read) for anybody working in sales or working with people in general. Regardless of your perception of "The Wolf", the man is a master of influence. Like similar books I've read in this category, Jordan provides many useful tips and pointers to use and improve on your own skills. However, unlike a lot of those same books, the examples he provides are extremely clear and concise, allowing for a better understanding and grasp of each concept. As well as a great full circle demonstration of everything in use to close out the book. Great read. Highly recommended. Will be re-reading again soon.

  28. 5 out of 5

    Kaloyan Roussev

    Great book for sales, very insightful

  29. 4 out of 5

    Heather

    Great book for entrepreneurs!

  30. 4 out of 5

    Juris Grišins

    Very good book on sales. Made me rethink a number of my previous approaches.

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