Tonality is the most overlooked and underused tool in the sales professionals arsenal. If you aren’t using a script for your introduction, presentation AND your rebuttals, you’re bogging down your mental resources with figuring out WHAT to say instead of the thing that actually matters, which is HOW to say it.Īnd that brings me to my last highlight from the book which is tonality. It gets the most effective words on paper so can focus your brain power on the DELIVERY of the lines for maximum effectiveness. The scripts power doesn’t lie just in the words, it lies in its function. Think about a time when a movie or TV show made you laugh hysterically, or made you cry. Jordan uses this example to showcase just how important scripts are: The reality is that by not following a script, we’re never going to be able to reach our true sales potential. They feel like it’s not genuine or people can tell they’re reading/reciting lines or even that it’s constraining their talent. Some people get disgusted at the thought of using scripts. The next major highlight is a controversial one amongst sales people. Once we balance our presentation to build on all of them, our prospect can see the value of the product AND have enough trust to make the buying decision. All three are important and the book walks you through step by step on how to increase the level of certainty within each one of those categories. The closer you get your prospect to a 10 in each category, the better your chances are of closing the sale. They trust you and trust that you will put THEIR needs first

In our first takeaway, we have the concept of the three 10’sĪnd that breaks down each of these aspects and then on a scale of 1-10, how certain the prospect is within each aspect: Almost all of the other chapters work to build off of this. One of the first concepts Jordan goes over defines the foundation of the sale itself. The Wolf of Wall Street himself takes us through his legendary, thousand dollar plus, straight line persuasion system and gives us a crash course in it with examples. This book is easily one of, if not THE best, sales books I have ever read.

Way of the wolf by jordan belfort