Novices, on the other hand, tend to speak in far less definite terms, and their limited grasp on the deeper nuances of their product and their particular industry becomes more and more apparent as they move a prospect farther down the Straight Line and enter the looping phase, and are forced to “free-form”—meaning, they run out of scripted material and are forced to make things up on the fly in an effort to push their prospect’s level of certainty above their action threshold so they’ll buy.
