Over this past week of watching people go through the sales conversations there are a few things that I have noticed that are super important in the context of selling. One of the biggest things that I have noticed is the importance of the reversing a conversation. It seems as though in most of the conversations there is a point where the buyer tries to take charge of the conversation by asking questions to the seller. The buyer asking questions is not a bad thing but the seller needs to be sure that they are keeping the power in the conversation. When the buyer starts to over take the conversation by asking questions the seller need to do what is call a reverse. This is basically a tactic where the seller takes control back. This could look different based on the situation but a good way to pull a reverse is to answer a question with a question. If the buyer asks about the quality of the product you can answer that question buy asking if quality is an important thing to them. This allows you as the seller to maintain control of the conversation but on top of that you will be able to gather more information about the buyer. This information that you learn about the buyer will help you to be able to better understand their needs and how you can help to meet their needs. When you use these types of questions you will be able to go farther and farther down the pain funnel to get to the real issues that the buyer may have. Overall using a reverse can help you to maintain the control of the conversation but it can also help you to be able to better understand the needs and the pain of the person that you are trying to sell to.
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The importance of the reverse in sales is so important. During my sales conversation with Professor Sweet, he asked me many questions, trying to shift the lead to him being in charge. I was consistent in answering questions with a question. This was crucial to do during our talk because I was the salesperson and needed to maintain the lead in the conversation. Although no one is perfect, there is always room for improvement, and I learned I need to stay consistent with this rule. Being able to stay in charge and keep reversing the conversation helps to just keep driving for the prospect’s pain even more. Overall, reversing is so crucial in a sales conversation, and as a salesperson, you must be able to stay in charge of your conversation and answer questions with a question. Nice job on this post.
Reversing in sales is important to gather more information and to also help the seller gain control of the conversation. Learning and understanding the customer’s need is important because you want to know what the customer really wants, and what to really sell to them.
This is definitely a very important sales tactic that many people overlook. If a client asks a question about your product, it is easy to go into detail and list different features about why your product is better than a competitor. However, it is more important to understand why the client asked that question and why it is important to them.
I like how you explain the reverse in a way that shows it actually helps keep the convo on track while also getting the buyer to open up about what really matters to them. It is something i don’t use enough and usually feel uncomfortable using for some reason.