Always use a script as a strategy but memorize it, or several, and free your conscious mind to read the other person. Hunger and Hurricanes – This reads more like a sermon than a story. I found it very interesting and thought provoking. Rendell emphasizes the importance of embracing one's weaknesses and not constantly striving to become someone else.

Way Of The Wolf Book Summary - A 7-Minute Quick Read

Transition into a rebuttal script / new loop by saying: “I hear what you’re saying, but let me ask you a question: Does the idea makes sense to you? Do you like the idea?” For every decision, your certainty about what to do falls somewhere on a scale of 1-10, with 1 as most uncertain and 10 as totally certain. As you work through information and emotions, your certainty moves up or down on the scale.Every word that comes out of your mouth is feeding to one single goal: to increase the certainty of your prospect closing the deal. Unlike logical certainty, emotional certainty has to do with painting your prospect a picture of the future where they’ve bought your product and can see themselves using the products and feeling good as a result of it. Both types of certainty are crucial if you want to close at the highest level

The Way Of The Wolf - What You Will Learn The Way Of The Wolf - What You Will Learn

Scripts enable you to not worry about what to say, and instead focus on how to say it, and to actively listen to your buyer. Jordan uttered these words to his team in 1988. And they are the same in the 3 aspects of certainty. The Three Tens Of CertaintyI told my priest it was sermon fodder. Several of the parables I'm going use in my storytelling business. The real sale process starts when you are hit with the first objection. learn more about overcoming sales objections. At that time you should lower the action threshold and increase the pain threshold. Rendell's mission is to help people understand that their "weird" qualities can actually be strengths. He stumbled into his current career path by accident, defying expectations that he would be a failure due to his hyperactive nature.