: Identifying a prospect's "pain" (financial or personal needs) and using it to lower their action threshold. Historical & Educational Resources
: A core principle where the prospect must reach a "10" on a scale of 1 to 10 in three areas before buying: Trust in the Product : They must believe the product is the solution they need. Trust in the Salesperson stratton oakmont training manual
: They must perceive you as sharp, enthusiastic, and an expert. Trust in the Company : They must believe the firm is reputable and solid. The First Four Seconds : Identifying a prospect's "pain" (financial or personal
: Brokers were trained to establish immediate control by projecting expertise and enthusiasm within the first four seconds of a call. stratton oakmont training manual