In the last few articles, we have been talking about a very effective sales technique called Reversing. Using investing, the salesperson answers a potential customer’s question with a question. When done correctly, it is very disarming and will result in the seller collecting more information. When done correctly, the potential customer will feel that the salesperson really cares. The ultimate goal of reversing is to quickly make the prospect comfortable and reveal your personal pain or reveal that the prospect has no pain at all. Remember, no pain equals no sale. Therefore, you can save a lot of time when using the investment.
The Sandler method of reverting is simple and can be implemented with three simple steps when first speaking with the prospect:
one. Give a “race” or a compliment: “Hey, that’s a great question.” gold “They ask me a lot of questions.”
two. To repeat: The second part of a reverse is to repeat a prospect’s question or use a softening statement, such as, “Do you mind if I ask you a question before I answer it?”
3. Ask: Come up with the question you want to ask the potential customer
To understand how the “race” work, imagine an angry bull behind a sturdy fence; the fence is there to protect you from this angry bull. Do you think the bull is going to charge against the heavy duty fence to catch you? Not very likely. A hit or a compliment works the same way. It protects you from a potentially angry prospect, because you just said something nice.
Softening is very similar, it reduces the risk that the potential customer will get angry or distrustful. Saying, “Do you mind if I ask a question?”, you are respecting and asking for permission. The prospect will most likely answer yes and allow you to ask the question, if you have the right tone, tonality, inflection, and volume in your questions. Practice and perfect these three steps and you’ll go a long way to closing more deals.
Most prospects expect sales people to offer them features and benefits, so when you change that approach with friendly questions, they’ll most likely receive you warmly. With that said, always remember that selling is like acting. It’s not just the words that make the investment work, it’s the combination of the words and how you say them together that gives you the results you want. Think of President Ronald Reagan, also an accomplished actor.
Let’s look at several quick examples of setbacks to help you understand the concept even better. I have marked 1, 2, or 3 throughout the question to show how these rollbacks are set up. Notice how each is constructed to smooth the answer before posing the inverse question.
one Hey, that’s a great question; There are many different ways to answer what you are asking. two Before answering that, do you mind if I ask you something? 3 I have a feeling you already had something on your mind, right?
one That’s a very interesting question. two But before I dive in, can you help me with something? 3 Why did you ask me about that particular topic at this point in the conversation? What made that important to you?
one Okay, it makes sense why you ask that. two Can you help me a little bit? 3 Why did you ask that question just now?
Reversing means that you are not talking about your offering, but rather asking simple questions relevant to the prospect and designed to uncover the motive behind the prospect’s questions. The potential customer will feel like you want to discover the challenges they face and help them overcome them. Since investing helps you maintain rapport and rapport, the buyer will most likely help you determine if your product or service is suitable so that no one is wasting time. As a general rule of thumb, it takes three or more setbacks to get to the pain.
A reverse doesn’t have to be long and wordy to be effective; sometimes it also works short and concise. For example, a potential customer may be speaking when they suddenly come to a point of stopping. You can simply say, “So?” She will take your cue and take you to the next layer of what she’s really thinking about.
By the way, investing is extremely effective during price discussions. For example: Potential customer: “You are expensive” gold, “That seems pretty high.”
Seller: “You must be telling me that for a reason.”
Without a reverse, you have no idea what is behind that comment. Many times, the person will respond to your backhand by saying, “You must be pretty good!” What I thought was an objection was not an objection at all, but a recognition of quality. On the other hand, the buyer says: “You are expensive and I honestly don’t think I can afford it.” This is also useful information for you, so you will not waste time proposing a service or product that you are not going to buy.
To get prospects to handle this objection, reverse or go back and re-investigate your pain. You will always find a direct relationship between how much pain they relive and how much they are willing to pay to make that pain go away. This is where reverse gear can be used most effectively.
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