What are the Three Tens? Straight Line Selling System #1

The Three Tens Concept distills the essence of successful selling into three non-negotiable pillars: the product, the salesperson, and the company.

Nail all three, and you’ll transform hesitant prospects into loyal customers.

Here’s how to apply this framework to your sales strategy.

Why the Three Tens Matter

Imagine a three-legged stool: If one leg is weak, the entire structure collapses. Similarly, if a prospect doubts your product, questions your credibility, or distrusts your company, the sale crumbles.

The Three Tens ensure every leg is rock-solid, creating unshakable confidence. Let’s break down each pillar.

1. The Product: “Is This Solution Worth It?” (10/10)

Your product must solve the prospect’s problem so effectively that they see its value as undeniable.

How to Achieve a “10”:

• Conduct a Needs Analysis: Ask probing questions to uncover pain points. Example: “What’s costing you the most time right now?”
• Demonstrate ROI: Use case studies or data. Example: “Clients save 15 hours/week with our software—here’s how.”
• Address Objections Head-On: Example: “If you’re worried about setup time, our team handles it in 48 hours.”

Pro Tip: Offer a risk-free trial or money-back guarantee to reduce perceived risk.

2. The Salesperson: “Can I Trust You?” (10/10)

Even the best product fails if the prospect doesn’t trust you. Likability and expertise are non-negotiable.

How to Achieve a “10”:

• Build Rapport Fast: Mirror their tone and body language. Example: “I noticed you’re juggling multiple tools—we’ve all been there!”
• Show, Don’t Tell: Share credentials subtly. Example: “After 10 years in SaaS, I’ve seen how automation transforms teams like yours.”
• Be Transparent: Admit limitations. Example: “This tool isn’t perfect for enterprise-level scaling, but here’s why it’s ideal for startups.”

Pro Tip: Use storytelling to humanize yourself. Example: “A client once faced the same issue—here’s how we fixed it.”

3. The Company: “Will They Have My Back?” (10/10)

Prospects need to trust your company’s reputation and longevity.

How to Achieve a “10”:

• Leverage Social Proof: Showcase testimonials, awards, or client logos. Example: “Join 500+ companies who’ve boosted efficiency with us.”
• Highlight Post-Sale Support: Example: “Our 24/7 customer success team ensures you’re never stuck.”
• Emphasize Stability: For newer companies, focus on founder expertise or rapid growth. Example: “Founded by ex-Google engineers, we’ve doubled our client base in 6 months.”

Pro Tip: Share behind-the-scenes content (e.g., team videos, office tours) to humanize your brand.

The Straight Line to Closing

The system isn’t about manipulation—it’s about alignment. When prospects rate all three areas a “10,” their decision becomes frictionless.

Real-World Example:
A SaaS salesperson selling project management software might:

1. Product: Demo how the tool cuts meeting time by 30%.
2. Salesperson: Share a story about overcoming their own team’s workflow chaos.
3. Company: Highlight a 98% customer retention rate and live chat support.

Trust Compounds

The Three Tens aren’t a one-time checklist—they’re a mindset.

By consistently delivering value, building genuine relationships, and upholding your company’s reputation, you’ll turn skeptics into advocates.

As Jordan Belfort says, “The sale is contingent on the emotion of trust.”

Checkout the next step, The Action Threshold: https://www.mysalesprocess.com/action-threshold/

Keep Crushing!
- Sales Guy