Having watched The Wolf of Wall Street and having picked up my jaw from the floor, I decided to do a bit of research and get to know the real wolf of wall street, Mr Jordan Belfort. I found some very powerful material and techniques that he now teaches on a day to day basis.
As you know, all-powerful weapons can be used as a force for good or evil.
Having read a bit about the man and what he is currently doing, I came across a very simple yet powerful system that he teaches around the world. It’s called the Straight Line Persuasion (SLP) system, which is a step-by-step deconstruction of how he actually got people to buy into the stocks that he was selling from a cold call. More importantly, it is how he trained perfectly average people to become super-star salespeople.
The Three Tens
Throughout the course, Jordan Belfort mentions over and over again that during a sale or a negotiation, there are three things that you must get a 10 out of 10 in, in order to get a yes. Thinking about all my previous successes and failures, he could be right.
Some people get these three things right unconsciously, nevertheless, it is important to know what they are in order to consistently produce results.
What are the Three Tens?
The person or people you are trying to persuade must give you, in their minds, 10 out of 10 in all of the following things:
- Trust you as a person and believe that you have their best interest at heart.
- Trust your product and believe that it will add value to them now and in future.
- Trust your company and believe in your vision and that your company will be there if anything goes wrong.
If you do not get a 10 out of 10 in all of the above you will consistently get a no (no matter how hard you try). If at any point during the conversation, you get 10 out of 10 in all of the above, you will get a yes.
Think About It…
In the past few months, you have made several ‘yes’ and ‘no’ purchasing decisions. Think about the “no’s” – what were the actual reasons behind them?
- It was either the person was dodgy (or you felt they did not have your interest at heart)
- or the product was not air-tight (or maybe there were compelling alternatives)
- or you did not identify the company’s value system or its ability to pick up the pieces should anything go wrong…
Bottom Line
The fact remains that there isn’t a single product that is ideal for everyone. Therefore one should spend time identifying (prospecting) the right people that will benefit from a product and only then employ various techniques such as this one to help them overcome limiting buying beliefs that prevent them from accessing the benefits of your product.
Think About Again…
What are the main reasons people do not buy from you?
How effective is your sales presentation in the context of the Three Tens?
