Now, when you finish the main body of your sales presentation, you’ve reached a point on the Straight Line where you are going to ask for the order for the first time and wait for a response—and then the back half of the sale begins, which gets triggered when the prospect hits you with the first objection. Alternatively, this is the point in the sale where you’ll find out if you have a lay-down on your hands, in which case the prospect will simply say yes, and you can close the deal without having to address any objections.
