You may just recognise it as an iconic movie, but The Wolf of Wall Street was based on Jordan Belfort, who despite his actions was still a great salesman.
It's easy to forget the Martin Scorsese directed film starring Leonardo DiCaprio as the titular character is actually based on real life.
Following the Stratton Oakmont scandal, Belfort spent 22 months behind bars before becoming a writer and motivational speaker following his release.
One of the methods introduced by the Wolf of Wall Street was something called 'straight-line persuasion', made popular in one of his books.
What is straight-line persuasion?
Persuasion itself can be defined as 'the act of convincing', and being persuaded does not necessarily mean you're weak.
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Meanwhile, straight-line persuasion is described by Belfort as an 'effective way to sell' - a term used in a sales or marketing environment.
By using the straight-line persuasion method, you are attempting to build a quick rapport with your target, controlling the interaction so that it doesn't move out of reach.
How did Belfort use it?
In the YouTube clip above, Belfort can be seen using straight-line persuasion with the potential client, building a relationship with them and appearing approachable while completely controlling the direction that the conversation is going in.
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Despite being the one pitching to the other person in the meeting, he appears in charge and confident - something that the client will pick up on.
What signs of straight-line persuasion should I look for?
There are a number of different ways straight-line persuasion can be used.
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Someone dressing to impress can stand out as a point, while appearing more in charge and prepared can persuade someone to listen to what you have to say.
Similar to Belfort, having an upbeat tone is a simple yet effective sales technique, as the person will be more inclined to let you talk as long as you are being engaging.
The riskier side of straight-line persuasion involves pushing the person close to their boundaries in conversation, before backing off and moving onto a sales technique where they will feel more secure.
What does it mean when persuasion works?
If you are on the receiving end and are persuaded to agree or buy into something, this doesn't mean that you are weak or easily manipulated, as persuasion tactics are developed using the ever-growing knowledge that we have of human psychology.
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This can affect several people, as understanding persuasion tactics and taking a moment to think carefully and critically can be a huge positive.
When it comes to straight-line persuasion, you know what to look out for, so don't be fooled by the next sales pitch you get from someone in the industry.
Topics: Business, YouTube, Crime, Entertainment
Joshua Nair