From Frustration to Results: A Sales Turnaround Story
Melody was three months into her new sales role—and she was already feeling defeated. Her closing ratio was below expectations, and her manager, Carlos, was constantly applying pressure. Unfortunately, his criticism came without meaningful coaching or tools to help her succeed.
Worse yet, Melody was starting to question if she even wanted to stay in sales.
A Candid Conversation Over Lunch
Over lunch, Melody confided in her colleague Nancy. Instead of offering sympathy, Nancy asked Melody about her recent conversations with prospects. As Melody described the interactions, Nancy introduced her to a powerful technique that would change everything: “stripping line.”
What Is Stripping Line in Sales?
Borrowed from fishing, “stripping line” is a method used by seasoned anglers. Instead of jerking the rod when a fish nibbles, they let out some line—creating slack that allows the fish to fully take the bait. Once it bites with commitment, a gentle tug is all it takes to secure the hook.
Salespeople can learn a lot from this.
Just as pulling too soon in fishing results in a lost catch, pushing too aggressively in sales can repel even the most promising prospects. By “letting go” at key moments, you give prospects the space to convince themselves—and move forward with more conviction.
How Melody Applied Stripping Line in Real Sales Scenarios
Here’s how Melody began implementing this counterintuitive approach in different types of sales conversations:
1. The Over-Eager Prospect
Prospect:
“Joe spoke highly of you. I’m excited to hear what you can do for us.”
Melody (stripping line):
“I appreciate your enthusiasm. What we did for Joe may not be what you need. What exactly did he tell you that makes you think we’re a good fit?”
Result:
The prospect reaffirmed their interest and revealed deeper buying motives, shifting from enthusiasm to a stronger emotional commitment.
2. The Dismissive Prospect
Prospect:
“We’re happy with our in-house engineering team.”
Melody (stripping line):
“I understand. Then it probably doesn’t make sense to explore whether we could reduce your implementation time by 22% like we did for Joe’s team.”
Result:
The prospect leaned in: “Do you think you can do that?” Melody kept the frame neutral, further qualifying the conversation and inviting genuine curiosity.
3. The Neutral Prospect
Prospect:
“We’ve been researching equipment. Your solution looks good, and we may move forward eventually.”
Melody (stripping line):
“Honestly, I didn’t think we’d have an opportunity to work together. Most companies that do a lot of comparison shopping tend not to make a decision.”
Result:
The prospect clarified their intentions and reasserted their seriousness, breaking the neutrality and beginning real momentum.
The Lesson: Pulling Away Creates Movement
When you pull your prospect slightly in the opposite direction, you allow them to self-correct—moving forward more convincingly than if you had pushed them. This tactic builds trust, creates clarity, and shortens the sales cycle.
For neutral prospects, the key is simply to get them moving. From there, you can strategically guide them toward commitment with questions like:
“That’s not going to happen this quarter…or is it?”
“When do you think you’ll have your ducks in a row?”
From Uncertainty to Confidence—and Results
As Melody began applying the “stripping line” technique, the tone of her sales conversations transformed. She felt more confident, more in control, and more successful. Her closing ratio improved. Her prospects felt heard—not pressured.
And most importantly, she rediscovered her motivation.
Ready to Try It Yourself?
If you’ve been struggling to move deals forward, take a page from Melody’s book. Don’t pull harder—try letting go. You might be surprised how fast your prospects start pulling toward you. For more information on this tip, come listen in on a Sandler class, completely free. Click here to find out how!
