Create A Line-Up

Bishop BIG Ideas

2019-02-08

• In the typical sales situation, the customer holds all of the power because they know that your product/service is readily available in great abundance. • If you create a line-up, you will equalize the power imbalance. You create a line-up by limiting the availability of your product and service, and telling them that your advanced gourmet program is not for everyone. This strategy is based on the fact that people want things more if they worry they might not be able to get it.