Way of the Wolf: Straight Line Selling: Master the Art of Persuasion, Influence, and Success

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It is tempting to dedicate this book to the person who has changed my life for the better and never stopped believing in me: my partner, Anne. But she has requested that I dedicate this book to the people all over the world who have come to my seminars, watched my videos, studied the Straight Line, written me for advice, and, most importantly, the ones who have written or gone out of their way to say “thank you.” I have to acknowledge the fact that my life is mostly known for my crazy past. That is just one small part of it, and not the part that I am proud of or that I want to be remembered for. The people who have written to say that I give them the hope of second chances, that because I came back from massive failure they believe they too can overcome whatever situation they have found themselves in—to these people I dedicate this book. To the countless people who have written to tell me how the Straight Line System has changed their lives, their level of success, and their businesses in exponential ways—to you I dedicate this book. The creation of the Straight Line System changed my life forever. The skill sets it embodies have allowed me to recreate my life in ways even I never thought possible. I hope that this book will allow many more people to have access to the gift that keeps on giving. The Straight Line System truly is for everyone. My greatest close to date is that of my love, Anne. I hope that this book enables everyone who reads it to make their personal dreams come true too.

CONTENTS

Prologue: The Birth of a Sales System

1 Cracking the Code for Sales and Influence

2 Inventing the Straight Line

3 The First Four Seconds

4 Tonality and Body Language

5 State Management

6 A Surefire Formula for Managing Your State

7 Advanced Tonality

8 Advanced Body Language

9 The Art of Prospecting

10 The Ten Rules of Straight Line Prospecting

11 The Art and Science of Making World-Class Sales Presentations

12 The Art and Science of Looping

Final Thoughts

Appendix

Acknowledgments

About the Author

PROLOGUE

THE BIRTH OF A SALES SYSTEM

WHAT THEY SAY ABOUT ME is true.

I’m one of those natural born salesmen who can sell ice to an Eskimo, oil to an Arab, pork to a rabbi, or anything else you can think of.

But who really cares about that, right?

I mean, unless you want to hire me to sell one of your products, my ability to close is basically irrelevant to you.

Whatever the case, that’s my gift: the ability to sell anything to anyone, in massive quantities; and whether this gift comes from God or from nature, I really can’t say, although what I am able to say—with absolute certainty, in fact—is that I am not the only person who was born with it.

There are a handful of others who are sort of like me.

The reason they are only sort of like me has to do with another precious gift I possess, a gift that’s infinitely more rare and infinitely more valuable, and that offers a massive benefit to everyone. Including you.

What is this amazing gift?

Quite simply, it’s the ability to take people from all walks of life regardless of age, race, creed, color, socioeconomic background, educational status, and level of natural sales ability, and turn that person into a world-class closer almost instantly.

It’s a bold statement, I know, but let me put it to you this way: if I were a superhero, then training salespeople would be my superpower, and there’s not a soul on the planet who does it better than me.

Now, that sounded totally awful, right?

I can only imagine what you’re thinking right now.

“What a cocky bastard this guy is! So conceited! So damn full of himself! Let’s throw the bastard to the wolves!

“Oh, wait! He already is a wolf, isn’t he?”

Actually, I’m an erstwhile wolf. But, either way, I think it’s time to formally introduce myself.

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.