Stratton Oakmont Training Manual -

: A technique for handling objections where the salesperson "loops" the conversation back to the product's benefits rather than debating the objection directly. Threshold Management Action Threshold

: Brokers were trained to establish immediate control by projecting expertise and enthusiasm within the first four seconds of a call. stratton oakmont training manual

: 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 : A technique for handling objections where the

While the original manual is often associated with the fraudulent activities of Stratton Oakmont, its psychological principles are still studied today: stratton oakmont training manual