Way of the Wolf

You need to take immediate control of the sale.

taking immediate control of the sale was the very first step in the system

You have only four seconds to do it.

Otherwise, you’re toast.

THE FIVE CORE ELEMENTS OF THE STRAIGHT LINE SYSTEM

1 The prospect must love your product.

2 The prospect must trust and connect with you.

3 The prospect must trust and connect with your company.

4 Lower the action threshold.

5 Raise the pain threshold.

position my product as a remedy for their pain, and then verbally paint a picture for them of the future—showing how much better they are going to feel as a result of using my product, which has taken away all their pain and has them feeling pleasure again.

fifth core element of the Straight Line System: the pain threshold.

prospect’s action threshold is malleable; it is not set in stone.

person’s action threshold, and it comprises the fourth core element of the Straight Line System

the sum of all these beliefs, and all the experiences that have contributed to the formation of these beliefs, creates a defined “threshold of certainty” that a prospect must cross over before he or she feels comfortable enough to buy.

Looping is a simple yet highly effective objection-handling strategy that allows a salesperson to take each individual objection and use it as an opportunity to further increase a prospect’s level of certainty, without breaking rapport, and then seamlessly transition into a close.