Thread by @dalphaking, HOW TO CRACK THE CODE FOR SALES AND INFLUENCE!This is a summary [...]

HOW TO CRACK THE CODE FOR SALES AND INFLUENCE!

This is a summary of the first chapter of @wolfofwallst& #39;s best selling book
Way of the wolf.

//MEGA THREAD//

"Every sale is the same"
Jordan Belfort started off the first chapter explaining why every sales is the same despite your prospects individual needs, values, pain points and objections, everything was still the same.

How is that possible? I thought so too

Here is why...

Jordan explains that there are three key elements that has to lineup in your prospects mind before you ever have a chance at closing them and this is what he calls the THREE TENS.

Which basically means your prospects current state of certainty from a scale of 1 to 10

So let& #39;s see your prospect is currently at a 10 on the certainty scale, they are in the state of absolute certainty.

So all individuals factors in the THREE TENS list has their own CERTAINTY SCALE.

And it is your job as a salesperson to get them to a state of absolute certainty on all individual factors of THE THREE TENS before you have a shot in closing them.

So the first factor is your PRODUCT, idea or concept.

Make them think it& #39;s the real deal, ABSOLUTE CERTAINTY.

Now, how do you gauge your prospects position on the certainty scale?

So Jordan asked to view this like a Continuum of certainty like the diagram below

So 10 represents your prospect being in an absolute state of certainty....

that if you were to ask how they feel about your product they will be absolutely certain that your product is the right fit for them,

While 1 is the absolute level of uncertainty, where if you were to ask how they feel about your product......

They would be absolutely certain it& #39;s the shittiest thing they& #39;ve ever seen or heard of.

While the invisible 5 represents when your prospect is neither on both sides of absolute certainties.

In this instance they just need you to influence them and help them make up their mind

So if your prospect is on the numbers before and after the invisible 5 (2,3,4-6,7,8,9) on the scale of certainty their feelings of certainty or uncertainty are less set-in-stone than if they were at the level to the right or the left of them.

So the second Factor is YOU, yes you! the ability of the prospect to trust and connect with you.

So 1 on the certainty scale would be them viewing you as a sneaky and sleazy salesman, while 10 would be them viewing you as a likeable and trustworthy person.

This is a very essential and crucial part of the THREE TENS because it deals with YOU, how you say your words, what you say in your words, how you look, your body language e.t.c

Now the third Factor and the last on the list of the THREE TENS is the COMPANY

Their conclusion of the company you represent or the company you own determines which position they are on the certainty scale.

This is why returning customers are easily sold to, because they already have trust in the company on their first purchase from them.

A very easy way to move your prospects to the highest level on the certainty scale is if you& #39;re representing a reputable company....

So on the call or meeting they& #39;re inclined to trust you before you even open your mouth.

So now I believe we& #39;ve already understood the concept of the THREE TENS

So before I wrap this up I& #39;ll talk about another key note that Jordan made mention of.....

Which is types of certainties, there are only 2
Which are logical and emotional certainties.

LOGICAL CERTAINTY:
in my opinion the best way to make use of logical certainty is taking advantage of numbers, for example you are a lead generator who is guaranteeing your prospect..

Who has a $10k product, 20 scheduled monthly appointments, with ready buyers and you& #39;re charging $3k for your service.

You tell your prospect " i& #39;ll bring you 20 appointments and if you have a close rate of about 10% that& #39;s 2 closed appointments from 20 scheduled one& #39;s".....

"Your product is $10k, so you& #39;ll make $20k
And you pay me $3k, you still make $17k in profit".

So your prospect gets to pay for your service and still go home with profit, so in logical reasoning
your service fits their needs, makes them profit, is priced fairly...

And the cost benefit ratio makes this a unequivocally great deal to them.

In summary that& #39;s an example of how you could basically bring your prospects to logical certainty.

EMOTIONAL CERTAINTY:
Jordan explained here, this is based on a gut feeling that your service or product is good.

So, how do you do that?

By describing a story or by painting them a picture of the future where they greatly benefited from your product.....

Jordan calls this future pacing.

Now, Jordan makes this very clear there is no best pick! both types of certainty are very important in making a sale and you don& #39;t focus on one and leave the other, they both go hand in hand.

So now your job as a sales person is to move your prospect to a very high level of certainty (logical and emotional) for each factor of the THREE TENS have an excellent shot in closing them.

So if even one of the THREE TENS has not been lined up then you have a lesser chance in closing them.

As most service providers or sales people know, this is where your prospect throws in Smoke Screens at you (objections) basically a way for them to gently tell you NO.

Moving forward into the book Jordan teaches how you could overcome and go around these Smoke Screens, which I& #39;ll surely summarise into a thread for you guys.
So if you like this type of content give me a follow and watch out for a summary of the next chapter on way of the wolf.

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