Reversing

Answer Every Question With A Question, But Soften It First.

The STORY:

The appointment with the prospect that Tim spent two weeks getting was not going well. The prospect kept firing questions and Tim kept giving answers. The only problem was that Tim could not figure out if the answers were what the prospect wanted to hear.

When prospects ask you a question (or use wishy-washy words, or try to mislead you, or use smokescreen tactics), wouldn’t it be nice if you knew for sure what their true intention was? David Sandler developed a tool to help the salesperson accomplish exactly this. It’s called reversing.

A common death trap salespeople fall into is having "happy ears," meaning, they tend to hear what they want to hear. In actuality, what they (salespeople) heard does not reflect the real intent of what the prospect said. Sales Tip