Reverses

I found the concept of reverses to be one of the most challenging concepts as I have tried to do things similar in my own life. I generally find that using a reverse type action seems to create a negative response in many people I know. I also find too that using a reverse in day to day interactions tends to make me seem almost timid or unassured of myself. I really don’t know if you would be interested sharing any ideas you have related to this topic but you probably wouldn’t want to do that any way.

I also wonder about the whole nature of being self-assured most things you hear about business communication seem to imply that being the most powerful person and assuming a power position is always the winning strategy only the Sandler system seems to go against this. I guess I question whether attempting to show a dominant status is really beneficial at all. At the same time subconsciously your prospect or future employer will likely be expecting you to be attempting to be powerful and self assured. If only we understand the role of the sales person as a trusted advisor will our prospect not thin we are a pushover and perhaps not give our sales pitch its due weight.

Finally Don’t take this to mean I reject the Sandler system or really much of what I have learned in class. I just question how some of the more refined techniques will work upon encountering a surly purchasing manager or a jaded small business owner. I am sure many people are used to having consultative sales people. But are some people just so ready and prepared to get a hard sell that anything else would seem like they had been assigned Mr. or Ms. Milquetoast.