I have been reading a new called ‘The way of the wolf’. It is a very interesting book and with this review I want you to have a fair and honest review of this book. Hope you enjoy this review. If you have any suggestions, please place your comment in the comment section.
1. Why did I read this book and why should you read it
Well, I always tell myself to pick up books from which I think are needed for my own development. The reason I bought this book is that I have always been willing to learn more about sales. So, you might be asking: “Why do you want to learn more about sales?” In our everyday lives, we all have some moments where we want to sell something to someone, selling your product or selling your idea to someone. Sales are not only selling it also learning how you need to interact with people.
It has so many benefits to learn more about sales. Imagine you have an amazing product and you want to showcase to investors etcetera; do you know what skills you need? Well I know it 😊 you need to have skills within sales. Some of the skills are:
- Presentation skills
- Influencing skills
- Body language
These are all skills you need in order to get the attention you want from your prospect. These are all skills you need to become a pro salesman. This is not only handy if you want to become a salesman, but also for just daily stuff. If you interact with somebody you need to watch your tonality, your body language and the way you present yourself.
I am a programmer myself and I know how important it is to have these skills. I can be a great programmer, but if I don’t know how to sell my product or my idea, it could become very troublesome. This is the main reason I wanted to read this book. So hereby my reason why I have been reading this book 😊.
2. What is this book about
This book is about a selling system called the straight-line system. This system has been developed by Jordan Belfort. It is a selling technique which looks something like this:
This is a brief overview of what the straight-line system is. What it teaches us is, that we have one straight line to close somebody. You start and end with the sale. You also have the boundaries within a sale. Someone can have a positive mindset about your product, but he can lack confidence in who you are.
Jordan Belfort talks about the three tens within a sale. All these points need to be on a good level. So what are the three tens?
- The product, idea, or concept
- You, trust and connect with you
- The prospect must trust and connect with the company.
These three points all influence how the sale is going to be. So if you get a low grade for ‘trust and connect’, then you can be sure that the sale won’t work.
Jordan Belfort also talks about 2 types of certainty. You have logical certainty and emotional certainty. “Logical certainty is based primarily on the words you say” and “Emotional certainty is based on a gut feeling that something must be good” There is no good or bad between these certainties. They are both important. Jordan Belfort tells us: “You see, people don’t buy on logic they buy on emotion and then justify their decision with logic”
Jordan Belfort talks about the important points within the straight-line system. One of the most important parts is that you need to gather massive intelligence about your prospect. You need to get information about his or her pain points. He explains the steps.
- You identify their needs.
- Identify any core beliefs they might have that could impact the sale, such as not feeling comfortable working over the phone or with making quick decisions, and also not trusting salespeople in general.
- You want to find out about any past experiences they’ve had with similar products.
- You want to identify their values.
- You want to identify their financial standards
- Where their pain lies.
- You need to identify where they stand financially.
2.1 Five core elements of the straight-line system
There are five core elements which you need to know before you will understand what the straight-line system is about. Jordan Belfort tells us the following:
“As you move your prospect down the straight line, everything you say should be specifically designed to increase your prospect’s level of certainty for at least one of the three elements” Again he talks about the importance of the three tens in this process. The five core elements are as follows:
- The prospect must love your product.
- The prospect must trust and connect with you.
- The prospect must trust and connect with your company.
- Lower the action threshold.
- Raise the pain threshold.
This is a brief overview of what this book is about.
3. Most important lessons
The most important lesson I have learned is the fact that you are not done when somebody likes your product. You must be sure that all three factors are on the right track. Also, the fact that a sale is actually a straight line if you think about it. It starts somewhere and ends with the close.
4. My honest rating
First of all, I want to say that I liked this book, but there is something which I did not like. First, this book started well and after reading some pages it went from the straight-line system to a whole different subject. I was mind blown about the fact that I did not understand where this book was going. I struggled with understanding where a certain chapter was heading to.
I saw sometimes that he tried to sell something within his book. You can have opinions about this, but I don’t like it when a writer tries to sell something to me when I am reading about something. But again this is my honest opinion.
Hereby I will give you my honest rating: 7,5. Nonetheless, I enjoyed this book.
I have shared with you a whole new book review with you all. Hope enjoyed it and if you want me to write a review about any book, you can comment the name of the book down in the comment section. Hope you enjoyed!