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Way of The Wolf by Jordan Belfort
Bestbookbits
Five Core Elements of the Straight Line System
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Think of this as goal-orientated communication. Every word that comes out of your mouth is feeding into one single goal, which is to increase your prospect's level of certainty. A prospect must cross over the threshold of certainty before he or she feels comfortable enough to buy. We call this level of certainty a prospect's action threshold and it compromises the fourth core element of the straight line system. Pain is the most powerful motivator of all,. causing human beings to quickly move towards whatever they believe will resolve their pain. In essence, pain creates urgency, which makes it the perfect vehicle for closing these tougher sales.
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