Reverses

In sales, many techniques and skills can help guide the conversation to a successful close. One technique that can effectively do this is called the “reverse”. The reverse is focused around two different types, including, the inquisitive reverse and the negative reverse. Both types of reverses can help challenge the customers’ thinking, and assumptions and move the sale forward.

The purpose of the inquisitive reverse is to turn the customer’s question back on to him or her. The main purpose of turning the question back to the customer is to make them reflect on their real motivations and priorities. One example of this could be if a customer says “Could you go any lower on the price” The salesperson could respond with something like “Is price your main concern?”. This allows the customer to think about what there main priority is. It could genuinely be just wanting the cheaper offer but it is often the quality and value of the product being offered. By asking a question to their question it allows the customer to figure out more about their own needs.

The second reverse is the negative reverse. The purpose of the negative reverse is to ass an element of negativity to the question the salesperson would ask. For example, the salesperson could ask questions like “I don’t suppose that is something you are interested in, is it?” or “I can’t imagine you’re ready to direct that kind of money at this problem right?” Although this may seem counterintuitive by pushing the customer away they push push back closer to what you want them to do. This allows the customer to explain why the solution being offered is a good fit for them.

Both types of reverse are very effective because they engage the customer in deeper thought about what is being offered. This simply makes it so you are not pushing the product onto the customer but rather giving them control and power to reflect on their own decisions.