Way of The Wolf - Summary and review

Here are some of my notes from the book:

• The fastest path to a close is via the straight line

• 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 🪐

  • Use language patterns to bring back to conversation towards the closing of the deal

• The first 4 seconds are critical - take control

• The impression of you is 10% what you say, and 90% body language and tonality - use that to your advantage

• 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.

  1. Emotional

     : Use tonality and body language

  2. Logical

     : use your words and present them in an order that makes sense

• Objections are expected and openers to your sales process, also they are usually smoke screens for uncertainty in the three tens

  1. The Product

  2. The Sales Person

  3. 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

• Be smart with prospecting to filter out - qualify - to only spend your time on the good prospects

• 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

• There are different types of buyers:

  • Buyers in heat

  • Buyers in power

  • The lookie-loos

  • The mistakes

• There are both 1. action thresholds and 2. pain thresholds that you need to think about and leverage