Way of the Wolf

1 What part of town do you live in?

2 How long have you been living there?

3 What do you like most about your neighborhood?

4 Are you married or single?

5 Do you have any children?

6 What kind of work do you do?

7 Are you self-employed or do you work for someone else?

Just make sure that when you ask your follow-up questions you exhaust each line of questioning before you move on to the next one. And don’t ping-pong back and forth between your prepared questions and your follow-up questions, as it will break the logical flow.

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