The 3 Tens of the Straight Line | Free Sales Training Program | Sales School with Jordan Belfort

Summary

In this video, Jordan Belfort introduces his sales training program, emphasizing the power of certainty in the sales process. He explains that sales is the transference of emotion, particularly certainty, from the salesperson to the customer. Belfort outlines the 'continuum of certainty,' a scale that helps salespeople gauge and enhance the customer's certainty about the product, the salesperson, and the company. He stresses that to close a sale, the customer must be at a '10' for all three areas, fostering trust and confidence to drive successful transactions.

Takeaways

• 😀 Every sale follows the same basic process — understanding this allows you to apply a formula to close deals consistently.
• 😀 Sales is about transferring emotion, specifically the emotion of certainty, to the prospect. The salesperson must be confident in the product to transfer that certainty.
• 😀 The Continuum of Certainty is a scale from 1 to 10, where the goal is to move the prospect closer to a 10, representing total certainty about the product.
• 😀 The Three Tens model is essential for a successful sale: the prospect must love the product, trust the salesperson, and trust the company behind the product.
• 😀 A prospect's certainty about the product must align with their certainty about the salesperson and the company for the sale to be successful.
• 😀 The salesperson's enthusiasm and belief in the product are crucial in transferring certainty to the prospect.
• 😀 The first interaction with a prospect can be unpredictable in terms of certainty level. The salesperson must work to elevate this certainty through communication and engagement.
• 😀 It's not enough for the prospect to be sure about the product; they must also trust and connect with the salesperson on a personal level.
• 😀 Trust in the company is just as important as trust in the salesperson. The prospect must be confident that the company will deliver and support the product.
• 😀 Sales success requires consistent hard work, particularly in the early stages of a sales career. The first few months are crucial in developing skills and mindset.
• 😀 The Straight Line Sales system helps streamline the process of closing deals by maintaining focus on transferring certainty and creating a seamless emotional connection with the prospect.

Q & A

What is the core idea behind the statement 'every sale is the same'?

The core idea is that all sales follow a similar process. Despite the product or service being sold, the steps involved in persuading someone to make a purchase can be standardized and replicated to achieve success consistently.

How does the concept of certainty play a role in sales?

Certainty is the primary emotion transferred in sales. A salesperson must be absolutely certain that their product is the best fit for the customer, which helps transfer that certainty to the prospect. The more certain a prospect feels about the product, the more likely they are to make a purchase.

What is meant by the 'continuum of certainty'?

The continuum of certainty refers to a scale, ranging from 1 (the lowest level of certainty) to 10 (the highest level of certainty), which represents how certain a person is about a product or service. The goal is to move the prospect towards a 10 on this scale by demonstrating the value of the product.

Where does a prospect typically start on the certainty scale when encountering a product?

When a prospect first encounters a product, their certainty level can vary widely, but they will fall somewhere between 1 and 10. The exact starting point is unclear, as it depends on their prior experiences, knowledge, and perceptions about the product.

Why is it important for the salesperson to be certain about the product they are selling?

It is crucial for the salesperson to be certain about the product because their certainty will influence the prospect. If the salesperson is confident and knowledgeable, it transfers to the prospect, making them more likely to trust the salesperson and ultimately purchase the product.

What does it mean for a salesperson to have a 'certainty gradient'?

A certainty gradient refers to the difference in certainty between the salesperson and the prospect. As the salesperson transfers their certainty to the prospect through communication and enthusiasm, the prospect's certainty about the product increases.

What are the three key factors that influence a sale according to the script?

The three key factors are: 1) the prospect's certainty about the product, 2) the prospect's trust and connection with the salesperson, and 3) the trust in the company behind the product.

Why is it not enough for the prospect to be certain about the product alone?

It is not enough for the prospect to be certain about the product because they must also trust the salesperson and the company. If they do not trust the salesperson or the company, they are unlikely to make the purchase, even if they are certain about the product.

What happens if the salesperson does something that causes the prospect to lose trust?

If the salesperson does something to make the prospect lose trust, it can negate all the certainty the prospect had about the product. Trust is essential, and without it, the sale is unlikely to happen, even if the product is the right fit.

What is the 'three tens' concept in the sales process?

The 'three tens' concept refers to the three levels of certainty a prospect must have to make a successful purchase: 1) They must love the product (a 10 on the product certainty scale), 2) They must trust and connect with the salesperson (a 10 on the salesperson certainty scale), and 3) They must trust the company behind the product (a 10 on the company certainty scale).