Deflect & Loop Glossary

Deflect – To set aside an objection, or delay answering an objection until the salesperson senses the timing is right to do so. This allows the salesperson to maintain control of the conversation as well as maintain rapport.

Loop – To return to a particular part of the presentation to emphasize reasons why the prospect should love the product, the salesperson and the company.

Language Pattern – Specific phrases or sentences designed to elegantly change the direction of the conversation or to move the sale farther down the Straight Line. The Straight Line Persuasion System utilizes many different types of Language Patterns. The ones revealed in this course are specific to Deflect and Loop.

The Straight Line – If a straight line is the shortest distance between two points, then The Straight Line is the shortest distance between the Open and the Close of any sales encounter.

The 3 Tens – In any sales encounter the prospect must evaluate three distinct elements before making a commitment to buy. These three elements are the product, the person selling the product and the company offering the product.

A buying decision is reached only when absolute certainty about these three elements is reached in the mind of the prospect. Absolute certainty is represented by a 10 on a scale of 1 to 10. So when the 3 Tens are met – the prospect is absolutely certain about the product, the salesperson and the company – a buying decision will be made.