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The manual is structured to guide brokers through every stage of the sales process, focusing on psychology, mindset, and technical execution: The Three Tens
: The level of certainty a prospect needs to feel comfortable buying. Pain Threshold stratton oakmont training manual
: Identifying a prospect's "pain" (financial or personal needs) and using it to lower their action threshold. Historical & Educational Resources The manual is structured to guide brokers through
While the original manual is often associated with the fraudulent activities of Stratton Oakmont, its psychological principles are still studied today: Trust in the Company : They must believe
: 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
: Brokers were trained to establish immediate control by projecting expertise and enthusiasm within the first four seconds of a call.
The manual is structured to guide brokers through every stage of the sales process, focusing on psychology, mindset, and technical execution: The Three Tens
: The level of certainty a prospect needs to feel comfortable buying. Pain Threshold
: Identifying a prospect's "pain" (financial or personal needs) and using it to lower their action threshold. Historical & Educational Resources
While the original manual is often associated with the fraudulent activities of Stratton Oakmont, its psychological principles are still studied today:
: 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
: Brokers were trained to establish immediate control by projecting expertise and enthusiasm within the first four seconds of a call.