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

Now, let me show you how we take the above three tonalities and turn them into a very powerful tonal pattern.^IV

First, we start with the tone of absolute certainty, which is applied to the words “You give me just one shot, Bill, and believe me . . .”

Next, we smoothly transition from the tonality of absolute certainty to the tonality of utter sincerity, which is applied to the words “. . . you’re going to be very, very impressed . . .”

And then lastly, we transition from the tonality of utter sincerity to the tonality of the reasonable man, which is applied to the words “. . . sound fair enough?” And this implies that you’re a reasonable man making a reasonable statement.

Remember, you don’t want to say “SOUND FAIR ENOUGH?” in an angry, aggressive tone, or “Sound fair enough?” in a nasally Poindexter tone, or “Sound fair enough?” in a high-pitched Mary Poppins tone. Rather, what you need to get across is that you’re reasonable, and hence the whole thing is reasonable and it’s no big deal to buy. That’s how you want to finish the close, not in a tone of absolute certainty, which implies pressure.

Now, let’s say you gave a great presentation, which ended with you asking for the order for the first time, but, for whatever reason—meaning, your prospect hits you with one of the common objections—they still want to think about it.

The first question you’re going to ask them, no matter what objection they hit you with, is: “Does the idea make sense to you? Do you like the idea?”

That’s the beginning of a language pattern that will allow you to transition into your first looping pattern, which we’ll discuss later, where you’re going to begin the process of increasing their level of certainty for each of the Three Tens.

So let’s say in response to you asking for the order, your prospect says, “It sounds good. Let me think about it.”

Your reply would 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?”^V

Now, the key here is that the tone you use—starting with “I hear what you’re saying . . .” and going all the way to the end, when you say, “. . . do you like the idea?”—is going to be your hypothetical, money-aside tone.^V The additional words that your prospect hears in this case are “Hypothetically speaking, putting money aside, does the idea make sense to you? Do you like the idea?”

In essence, you’ve made the whole thing an academic exercise, which totally disarms them—allowing you to continue the process of increasing their level of certainty for the Three Tens, through the process of looping.

Next, we have the tonality of implied obviousness.^V

In essence, this is an advanced form of future pacing, because you’re creating the impression in the prospect’s mind that the benefits of what you’re selling are a given. If you’re in finance, for example, you might say, “Now, John, you’ll make money with this, but more importantly, what I can do for you over the long term in the way of new issues and arbitrage plays . . .”

In other words, you’re using tonality to infer the notion that it’s beyond obvious that your product or service is a winner.

This brings us the to last of the ten core influencing tonalities: “I feel your pain” ^V—which I also refer to, on occasion, as the Bill Clinton tonality, due to his complete and utter mastery of it.^V

In essence, this is a tonality that you want to use when you’re asking questions that are designed to uncover your prospect’s primary and secondary pain points and, if necessary, amplify them.

You see, if you try to do that while using an aggressive or unsympathetic tonality, then you will instantly break rapport with the prospect, and there’s an excellent possibility that they will end up despising you. However, if you use the “I care” tonality, they’ll end up falling into an even deeper state of rapport with you, because they will get this powerful gut feeling that you understand them, and that you truly care.

The key to this tonality is that you’re expressing empathy and sympathy, and that you truly feel their pain and deeply care about helping them resolve it. You’re not just there to make a commission.

And, with that, let’s move on to body language.

I. Go to www.jordanbelfort.com/tonality to hear exactly how it sounds.

II. Go to www.jordanbelfort.com/tonality to hear the tonalities in action.

III. Go to www.jordanbelfort.com/tonality to listen to the tonality.

IV.  Go to www.jordanbelfort.com/tonality to listen to the tonality.

V.  Go to www.jordanbelfort.com/tonality to listen to the tonality.

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ADVANCED BODY LANGUAGE