From Frustration to Focus
Melody was feeling stuck. Her manager, Carlos, kept pushing her to improve her closing ratio but gave her little direction on how to do it. After three months of pressure and declining motivation, Melody was questioning if sales was even the right career for her.
That changed over lunch with her colleague, Nancy. Instead of offering sympathy, Nancy shared a concept that transformed Melody’s approach to selling: “Stripping Line.”
The Fishing Lesson Every Salesperson Should Learn
In fishing, beginners yank the rod the moment they feel a nibble—only to lose the fish. Skilled anglers do the opposite. They strip a little line, give the fish some slack, and wait for it to fully take the bait. When the time is right, they tug gently and secure the catch.
In sales, the same principle applies. When prospects show early enthusiasm, most salespeople rush in and try to close. But pushing too soon often causes the prospect to retreat. The Sandler “Stripping Line” technique teaches you to pull back instead of push forward, giving the buyer room to feel comfortable—and ultimately, more eager to engage.
Why Pulling Back Works
Sales prospects, like fish, resist pressure. When you push them toward a decision, they instinctively push back. But when you take a step back, they often lean forward. This simple psychological shift changes the dynamic of the conversation.
Melody began testing this new approach. Here’s how her conversations transformed:
1. The Positive Prospect
Prospect: “I’ve heard great things about your company. I’m sure you can help us.”
Melody: “I appreciate that. What we did for Joe’s team may not be the right fit for you. What makes you think we’d be a good match?”
Result: The buyer re-engages, reaffirming interest and giving Melody valuable insight.
2. The Negative Prospect
Prospect: “We’re happy with our in-house team.”
Melody: “I understand. Then it probably doesn’t make sense to see if we can cut your project time by 22%, like we did for Joe’s company.”
Result: The buyer leans in, curious about the potential gain, and asks to continue the conversation.
3. The Neutral Prospect
Prospect: “We’re still comparing equipment options. Your materials look great.”
Melody: “Honestly, I assumed you weren’t ready to move forward. Most companies that compare for months rarely make a decision.”
Result: The prospect pushes back, explaining their timeline and re-engaging on next steps.
The Takeaway
Whether your prospect is positive, negative, or neutral, the goal is to create movement. The “Stripping Line” technique helps salespeople avoid chasing, pressuring, or over-educating buyers. Instead, you guide them to sell themselves on taking the next step.
Melody’s closing ratio improved dramatically after she learned how to apply this approach—and yours can too.
Ready to Improve Your Sales Conversations?
If you’re in Atlanta or the surrounding area, Sandler by Sales Sellutions360 can help your team master techniques like Stripping Line, Up-Front Contracts, and the Sandler Success Triangle to build confidence, consistency, and closing power.
👉 Start your transformation today.
Schedule a complimentary consultation with our Atlanta team at Sandler by Sales Sellutions360 and learn how to close more sales—without chasing your prospects.
