Way of the Wolf
by Jordan Belfort
Belfort's Straight Line System: control the conversation, build three tens (certainty about product, you and the company), use tonality and body language, and loop through objections back to the close. It is effective, which is exactly why it needs an ethical governor the author himself lacked.
Read it if…
you want a tight persuasion structure and will use it on products worth buying.
Skip it if…
the source bothers you; it should at least give you pause.
Three things you will actually use
- Certainty transfers; manufacture it honestly or not at all.
- Objections are smokescreens for uncertainty in one of the three tens.
- Tonality carries more than words.
Do this first
Record your next pitch and score your tonality against his ten tonal patterns.
Our verdict
Effective, so use it ethically.
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