Marina was stuck.
Her early sales conversations felt like dead ends—prospects showed vague interest, but nothing progressed. Frustrated, she asked her manager Fred for help. They sat down for a role-play session to uncover what was going wrong.
That’s when Fred introduced her to a game-changing concept:
The Stripping Line Technique.
This powerful, counterintuitive strategy transformed Marina’s ability to read her prospects, uncover the truth, and move deals forward.
What Is the Stripping Line Technique in Sales?
“Stripping line” is a technique borrowed from fishing. Experienced anglers don’t immediately yank the line at the first nibble—they loosen the line and let the fish take the bait deeper before setting the hook.
In sales, this means resisting the urge to close too soon. Instead of pushing when a buyer shows enthusiasm, you pull back slightly—creating space for the prospect to lean in and clarify their true intent.
Why Pushing Prospects Back Works
Most salespeople push forward the moment they hear a positive buying signal. But prospects—like fish—can get spooked when they feel pressured. The stripping line technique works because it gently tests the sincerity of a prospect’s interest by doing the opposite: pulling back.
This strategy reveals:
If the buyer is genuinely interested
What their actual priorities are
Whether they’re committed or just curious
How serious they are about moving forward
Examples of the Stripping Line in Action
Scenario 1: The Overly Eager Prospect
Prospect:
“I’m excited to meet. Joe spoke highly of your team—I’m sure you can help us launch this project.”
Salesperson (stripping line):
“I appreciate that. What we did for Joe might be very different from what you need. What did he tell you that makes you think we’re a good fit?”
Result:
The prospect elaborates on their specific interest, creating a deeper and more grounded discussion.
Scenario 2: The Disengaged Prospect
Prospect:
“Honestly, I’m happy with our in-house team. They’re capable.”
Salesperson (stripping line):
“Understood. Then it probably doesn’t make sense to talk about cutting your project time by 22%—like we did for Joe’s company.”
Result:
The prospect leans in: “Do you think you could do that for us?”
Now, there’s an opening for a productive dialogue.
Scenario 3: The Neutral Prospect
Prospect:
“Your materials look good. We’ve compared several vendors. We’re interested, but still evaluating.”
Salesperson (stripping line):
“I thought we might never get the chance to talk. Usually, when a team reviews this much literature, they aren’t close to making a decision.”
Result:
The prospect responds with reassurance:
“We’ve taken our time, but we are serious about moving forward.”
Now momentum is building.
How to Use the Stripping Line With Neutral or Hesitant Buyers
If a buyer is sitting on the fence, try using a soft “pull” toward the negative, like:
“I understand. But I’m guessing this isn’t something you plan to tackle this quarter—is it?”
This gentle challenge helps spark honest conversation—and often accelerates a stalled process.
From Stalled Conversations to Closed Deals
Once Marina began using the stripping line technique, her early sales conversations completely changed.
She no longer chased interest or relied on assumptions.
Instead, she asked better questions, uncovered hidden objections, and engaged more qualified prospects.
The result?
Higher conversion rates and better control of her pipeline.
Final Takeaway: Sometimes Pulling Back Moves You Forward
The stripping line technique is one of the most effective tools for qualifying buyers, uncovering hidden truths, and reducing sales resistance. When used correctly, it builds trust and momentum without pressure.
Next time you feel tempted to push… try pulling back instead.
Bonus Sandler Resource: Take charge of your next conversation by asking the right questions at the right time. Download the guide here.
