Way of the Wolf

You have to get past who wrote it and I understand if somebody cannot. He went to prison for exactly what you think he went to prison for, and some of the self-mythologizing in here is embarrassing to read.

The system is still the clearest one I have found.

A call runs from the open to the close along one line and your job is to keep it there while you build three certainties: certainty about the product, certainty about you, certainty about the company. Almost every objection is one of those three being low, and if you know which one it is you know what to say next.

The part people skip is the front. He spends a lot of time on the first four seconds, on tonality, on how you sound rather than what you say. He is right about that and it is the least fun part to train, because you cannot fix it with a script. Our closers lose deals in the opening far more than in the objection handling.

We run the whole method at AOAP. The itinerary call is a closing call, not a discovery call, and the structure a closer uses to get to the $500 credit comes straight out of this book.