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

I had to learn that the hard way, but you don’t—especially with this book as your guide.

APPENDIX

SYNTAX OF THE STRAIGHT LINE

First four seconds

Build and get into massive rapport, both conscious and unconscious

Gather intelligence

Transition to the body of the presentation

Ask for the order

Deflect and build certainty through the process of looping

Lower the action threshold

Add on pain

Close the deal

Massive referrals

Develop customers for life

TEN CORE TONALITIES

1“I care,” “I really want to know”

2Declarative as a question

3Mystery/Intrigue

4Scarcity

5Absolute certainty

6Utter sincerity

7Reasonable man

8Money-aside

9Obviousness

10“I feel your pain”

ACKNOWLEDGMENTS

There are a few people who I feel I must thank. Obviously, my agent, Jan Miller, who is a true force of nature, and the whole editing team at Simon & Schuster. Their infinite patience with my glacial writing pace was above and beyond. Without them this book would probably still be in the draft phase. Thank you all for the sometimes-less-than-gentle nudges and basically forcing me to finish. I also want to thank my manager, Scott Lambert, who has always had faith in me, no matter what project we started on, and Alexandra Milchon, who first made me believe that I could really succeed as a writer. Without your unflagging support, I’m not sure that I would be where I am today.

I also want to send a special thank-you to my dear friend Barry Guesser. If he were here today, I know that he would be one of my greatest cheerleaders. His belief in me and his advice and support throughout the years will never be forgotten. I miss you, Barry.

To my family: Anne, Carter, Chandler and Bowen, I know this book has been all-consuming, so thank you for allowing me to put the time I needed to into this endeavor. I can’t wait to be fully present for all of you again, in my own semi-present way that you all love to make fun of. Also, I need to give a quick shout-out to Jeff Turango, whose morning tennis sessions, where he never made a single unforced error, kept me sane during the weeks; and then Vince Spadea, whose morning tennis sessions kept me sane on the weekends, when I wasn’t busy chasing after all the winners he hit or trying to figure out how someone could never stop talking while they played, yet still be one of the top players in the world.

Most importantly, though, I want to thank my parents for their unwavering support of me through all my life’s twists and turns. They made all of this possible. I love you, Mom and Dad, and can’t thank you enough.

ABOUT THE AUTHOR

Jordan Belfort has acted as a consultant to more than fifty public companies, and has been written about in virtually every major newspaper and magazine in the world, including The New York Times, The Wall Street Journal, the Los Angeles Times, The Times of London, the International Herald Tribune, Le Monde, Corriere della Sera, Forbes, Businessweek, Paris Match, and Rolling Stone.

Today, his proprietary Straight Line Sales and Persuasion System allows him to take virtually any company or individual, regardless of age, race, sex, educational background, or social status, and empower them to create massive wealth, abundance, and entrepreneurial success, without sacrificing integrity or ethics.

Jordan’s two international bestselling memoirs, The Wolf of Wall Street and Catching the Wolf of Wall Street, have been published in more than sixty countries and translated into twenty-five languages. His life story was even turned into a 2013 major motion picture starring Leonardo DiCaprio and directed by Martin Scorsese.

FOR MORE ON THIS AUTHOR:

Authors.SimonandSchuster.com/Jordan-Belfort

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