Way of The Wolf - Summary and review
🚀 Summary: Way of The Wolf in 30 seconds
Contents
What is Way of The Wolf about
Here are some of my notes from the book:
How to run a sales call
The straight line is the path to close. Allow for some deviations from the straight line, where tons of valuable intelligence gathering can be done, but be careful to deviate off to Pluto 🪐
The fastest path to a close is via the straight line.
- Jordan Belfort
Use language patterns to bring back to conversation towards the closing of the deal.
Remember that the first 4 seconds are critical - so take control
The impression of you is 10% what you say, and 90% body language and tonality. Use that to your advantage
What should you focus on in the sales call?
The no. 1 goal is to increase the absolute certainty of your prospect
In order to close a deal - you have to achieve 1. emotional AND 2. logical certainty of the prospect.
Emotional: Use tonality and body language
Logical: use your words and present them in an order that makes sense
Also, there are two thresholds you can think of and leverage in the sales call - 1. action thresholds and 2. pain thresholds.
Objections - Three types and how to deal with them
Objections are expected and openers to your sales process, also they are usually smoke screens for uncertainty in the three tens. Here are the 3 objections:
The Product
The Sales Person
The Company
Meet the objections before they come and with intelligence - do not fall for approaching the specific thing they object to. Deflect the first objection - then meet objections with patterns to increase certainty.
Using scripts
Use scripts and go beyond just typing down words. Scripts should contain tonality, language patterns, etc. to evoke emotions, make people feel something, get rationally convinced, and buy from you.
Use scripts - use them all the time and know them by heart
Language patterns make up scripts - use loops and encode tonality, etc. into them.
The type of buyers to know
Be smart with prospecting to filter out prospects that won't be good customers. Qualify to make sure to only spend your precious time on the good prospects
There are different types of buyers:
Buyers in heat
Buyers in power
The lookie-loos
The mistakes
✍️ My top quote
This is, in my opinion, the top quote from the book Way of The Wolf.
Quote 1
Act as if you have unmatched confidence, and people will have confidence in you. Act as if you have all the answers, and the answers will come to you
Way of The Wolf review - what kind of book is it?
The Way of the Wolf was a very solid book on the art and science of selling, combining useful learnings from several different schools. Reading this will give you many of the powers of a natural closer, with the main takeaway that, at the end of the day - every sale is the same. The book did not just provide valuable insights into the psychology of selling, but also a framework that was easy to implement straight away. A warm recommend to read if you are looking to 1. run more efficient sales, and 2. close more deals.
Frequently asked questions (FAQs)
Q: Who is Jordan Belfort?
Jordan Belfort aka ”The Wolf of Wall Street”, born in 1962, is a New York Times best-selling author, renowned motivational speaker, and one of the top sales trainers in the world. Mr. Belfort founded the Straight Line System and is also the man behind the blockbuster movie Wolf of Wall Street with Leonardo DiCaprio.
Q: Why should you read Way of The Wolf?
Read this book to learn more about sales, improve your sales, or close more deals. Learn more about the psychology of selling, objection handling, the importance of the first 4 seconds, language patterns, etc. - all implementable via the Straight Line system.
Q: Who is the ideal reader of Way of The Wolf?
If you are interested in the area of sales and how to do outbound this is a perfect book for you. Either if you are new to sales, just curious, or an experienced closer this is a great book to take your selling game to the next level. Perfect read for entreprenurs like myself!
Jonathan Rintala
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