Struggling with Closing Sales? You’re Not Alone.
Melody was three months into her new sales role and already questioning her career choice. Her closing numbers were low, and her sales manager, Carlos, kept piling on the pressure. But guidance? Nowhere in sight.
Overwhelmed and under-supported, Melody felt stuck—until one lunchtime conversation with a colleague changed everything.
The Power of Peer Coaching
During lunch, Melody opened up to her colleague Nancy. Instead of offering generic advice, Nancy asked a better question: “How are your conversations with prospects going?”
As Melody described her recent meetings, Nancy introduced her to a technique from the Sandler Sales Methodology called "strip lining."”
What Is the Strip Line Technique in Sales?
The concept comes from fishing. A novice angler feels a tug on the line and immediately pulls—but the fish isn’t hooked yet. The pro angler, by contrast, gives the line some slack. That makes the fish feel safe enough to fully commit.
Sales prospects are the same.
When you push too hard at the first sign of interest, you risk scaring the deal off. Strip lining means gently pulling away instead—even when the prospect seems positive. This creates space for the buyer to move toward you on their own terms.
Here’s How Melody Put It into Practice:
Positive Prospect: “I’m sure you can help us get this project off the ground. Joe told me great things.”
Melody (strip lining): “I appreciate that, but what we did for Joe’s company might be very different from what you need. What exactly did Joe tell you that made you think we’d be a good fit?”
Result? The prospect leaned in further, confirming the match.
Negative Prospect: “Honestly, we’re happy with our in-house team.”
Melody (strip lining): “I understand. It probably doesn’t make sense, then, to see if we could help you cut project implementation time by 22% like we did for Joe’s company.”
Result? The prospect asked for a meeting.
Neutral Prospect: “We’ve been researching equipment for a while. Yours looks solid.”
Melody (strip lining): “Frankly, I thought we’d never work together. Usually, when companies keep comparing specs, they don’t end up doing much.”
Result? The prospect re-engaged, clarified their intentions, and moved forward.
Why This Works
Strip lining helps sellers do the opposite of what instinct says: rather than chase, you pull away slightly. It breaks tension. It provokes honesty. It builds trust.
Even enthusiastic prospects may have hidden objections. Even disinterested ones may be testing your confidence. Strip lining resets the power dynamic and keeps conversations authentic.
Sales Success Comes from Better Conversations
As Melody adopted this technique, her closing ratio improved. She stopped pushing and started leading. That shift transformed her mindset—and her sales.
Want to Improve Your Closing Ratios? Try Strip Lining.
Instead of convincing, start uncovering. Instead of pushing, try pulling away. It may feel counterintuitive, but the best sales conversations often start when we stop selling.
Ready to take your sales performance to the next level? Discover more Sandler techniques that build trust and boost results. Let’s talk about your team’s next steps. Click here to schedule a call.
