The Ultimate Sales Script: Never Lose a Sale Again | Ep 968

Way of the Wolf explains sales trainer Jordan Belfort’s Straight Line method of selling, which is designed to efficiently move a prospect from doubt to certainty about buying. It provides a conceptual framework plus a collection of principles, techniques, and psychology that he says anyone can use to sell anything in any industry.

Belfort is best known as The Wolf of Wall Street—the name of his first memoir and of a Scorcese movie depicting his high-flying life as a broker before pleading guilty in 1999 to securities fraud and money laundering. He served 22 months, then became a motivational speaker and sales trainer. Belfort rethought his ethics and refined his selling method, which he says will shorten sales cycles, dramatically increase closes, and lead to referrals and long-term customer relationships—all while bringing the seller success and wealth.

In our guide, we compare his method to other iconic sales programs like SPIN Selling and The Challenger Sale.

Way of the Wolf explains sales trainer Jordan Belfort’s Straight Line method of selling, which is designed to efficiently move a prospect from doubt to certainty about buying. It provides a conceptual framework plus a collection of principles, techniques, and psychology that he says anyone can use to sell anything in any industry.

Belfort is best known as The Wolf of Wall Street—the name of his first memoir and of a Scorcese movie depicting his high-flying life as a broker before pleading guilty in 1999 to securities fraud and money laundering. He served 22 months, then became a motivational speaker and sales trainer. Belfort rethought his ethics and refined his selling method, which he says will shorten sales cycles, dramatically increase closes, and lead to referrals and long-term customer relationships—all while bringing the seller success and wealth.

In our guide, we compare his method to other iconic sales programs like SPIN Selling and The Challenger Sale.

The Sales Bible is sales trainer Jeffrey Gitomer’s collection of strategies and solutions to common selling problems gathered from his 40 years of experience in the field. Gitomer says that there are thousands of ways to sell—you just have to make sure that your personal method is grounded in a positive attitude, solid product knowledge, and excellent customer service.

In this guide, you’ll learn how to become the non-salesperson salesperson, make the best impression within the first 30 seconds, and close the sale without being pushy. We’ll also discuss updates and counterarguments to some of his advice as well as compare his principles to sales strategies from other sales experts like Jordan Belfort, Chet Holmes, and Neil Rackham.

The process of selling can seem mysterious and incomprehensible, but in Secrets of Closing the Sale, salesman and public speaker Zig Ziglar pulls back the curtain on successful salesmanship. You’ll learn what qualities you must develop as a salesperson, how customers tend to behave in sales situations, and the strategies you can employ to maximize the impact of your pitch and close the sale every time.

Alongside Ziglar’s selling advice, we’ll include commentary connecting Ziglar’s ideas to other, more contemporary sales techniques from sales experts like Daniel K. Pink (To Sell Is Human), Jordan Belfort (Way of the Wolf), and Grant Cardone (Sell Or Be Sold). We’ll also discuss specific methods of implementing Ziglar’s advice and scientific support for his claims about human behavior in selling.

SPIN Selling by professor and consultant Neil Rackham is a practical how-to guide for making big sales. First published over 30 years ago, the book has become a sales classic. Based on pioneering research, Rackham’s sales method of questioning customers about their needs challenged 60 years of traditional sales training in hard-sell techniques. SPIN selling—asking a series of questions about the Situation, Problem, Implication, and Need-Payoff—has proven to be a durable, effective process any sales rep can learn in order to boost sales success.

People who succeed in sales have high incomes and job security. However, while many people enter the profession, only a few succeed. In fact, of every 100 salespeople, just four of them will earn as much as all the rest combined. In The Psychology of Selling, bestselling author and management consultant Brian Tracy explains how you can become one of those top salespeople by understanding how your customers think. He walks you through basic and advanced selling techniques, demonstrating how you can dramatically increase your sales success by improving your skills just a little bit on a consistent basis.

Sales skills are critical to everyone on the planet. This is because “selling” has a much broader definition than describing the work of someone who works in retail—in fact, selling refers to convincing, influencing, negotiating, and communicating with others, in any arena, to get your way. You have close relationships because you sold other people on spending time with you. You have your health because you sold yourself on diet and exercise. You have a job and money because you sold your boss on your ability.

In Sell or Be Sold, sales expert Grant Cardone shares his 25 years’ worth of experience working as a salesman and his life’s worth of experience selling in a personal context.