Then, along the continuum’s middle, you have the varying degrees of certainty between a 1 and a 10, with the number 5 representing a state of pure ambivalence. That’s where your prospect isn’t leaning one way or the other. In normal sales parlance, this is referred to as your prospect “sitting on the fence,” an expression specifically meant to highlight the delicate nature of this state. However, with the Straight Line System, we view a 5 in a far more positive light. In fact, to a seasoned Straight Liner, a prospect who is at a 5 has a big sign on their chest, saying: PLEASE INFLUENCE ME NOW!
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