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The ‘Buy Line’

In order for you to understand our terminology, we have included a brief excerpt from our Beginning Sales Manual 101 called “The Buy-line.”

The Buy Line is the imaginary (although very real in outcome) line that prospects have to rise above both emotionally and intellectually to make the purchase decision. Once they’ve gone above or over the Buy Line, they’re emotionally sold, intellectually sold, and are motivated or moved to go ahead and commit to the
sale.
Once you master our system of selling, you’ll actually be able to gage where your prospect is on the Buy-line through the use of temperature questions.

The “likelihood of purchase” is on the vertical axis, and time is on the horizontal access. As time increases, your likelihood of a sale usually diminishes!

So on the above chart, the “X” represents a prospect who, if closed at this very moment, would say “yes.” As time goes on, the X will undoubtedly start to fall. As the X goes below the mid point, the prospect at that point would say NO or maybe!

So remember: as soon as you get your prospect above the Buy-line, CLOSE immediately before they fall back below! You can find out at anytime where your prospect is on the Buy-line buy asking temperature questions!

Regarding objections, the HIGHER your prospect is above the Buy-line, the less likely you are to receive ANY objections (definitely not any Pizza Objections.) The lower your Prospect on the Buy-line, the more likely you’ll encounter low quality or Pizza Objections. At that point, they’re just trying to get rid of you!