Remember: most people buy on emotions and then justify their decision with logic 4) The Action ThresholdĪfter you've covered the three tens, comes the 4th element - the action threshold. You have to make an air-tight logical case about your idea or product, while also appealing to the emotions and gut feelings of your prospect. Keep in mind that are 2 types of certainty - LOGICAL and EMOTIONAL. This refers to the level of certainty your prospect has on a scale from 1 to 10.Įvery word that comes out of your mouth is aimed to increase your prospect's certainty to the highest level in the PRODUCT or IDEA, YOU and the COMPANY. The 5 Core Elements of The Straight Line Selling System 1) The Three Tens Your task is a communicator and a persuader is to keep your prospect on the line an at the same time, to move them along the line. The shortest distance between that initial point and the end goal is a Straight Line.

On one end, you have your goal and on the other one, the initial contact with your prospect (or family member). He is a master salesman and skillful negotiator and he outlines his famous Straight Line Selling system in his book 'Way Of the Wolf'. He is the sales legend that the blockbuster movie 'The Wolf of Wall Street' is based on (Jordan being played by none other than Leonardo DiCaprio). Unless you have been living under a rock, chances are that you have heard the name Jordan Belfort. The only thing standing between you and your goal is the bullshit story you keep telling yourself as to why you cannot achieve it.

The way of the wolf by jordan belfort