We call this level of certainty a person’s action threshold, and it comprises the fourth core element of the Straight Line System. By way of definition, we refer to people who are very easy to sell to as having a low action threshold; and we refer to people who are very difficult to sell to as having a high action threshold. Now, that’s all fine and dandy, but what makes this concept so absolutely crucial to a salesperson’s success is a remarkable discovery I made that proved to be the linchpin strategy that allowed people with very little natural sales ability to close at the same level as a
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