What is a reverse in sales?
A Popular reverse that we used in class this semester was when you answered a question with a question of your own. This could seem rude, but it isn’t at all because you are trying to find deeper meaning and or pain in what they are saying. So many salespeople try to solve someone’s issues without fully understanding what they are. Reversing seeks to understand the underlying issues behind the surface. This technique helps guide the conversation and makes for a better interaction.
Why it is Great
Reversing is a great technique as it is very difficult to make assumptions. Assuming things about the prospect because of not enough information is a terrible thing to do. This could lead to a disagreement about why the prospect may need a product or just a misconnection between the sides. Reversing and asking questions in return allows you to get critical information about the prospect.
Trust & Curiosity
A maybe even more important aspect of reversing that most don’t think about is building trust. This next level of genuine curiosity makes the conversation comfortable and leads to a more consultative and non-transactional interaction. All this leads to the prospect feeling less guarded and more willing to open up!
Practicing this skill will allow for smoother conversations and possibly more sales conversions. Asking questions like “Why do you value that?” or “Wow, that’s a great question, can I ask why you asked that?” can go a long way in finding deeper meaning in the prospect’s needs.
RMcIlwain
This is a great sales strategy because it keeps you in control over the conversation while extracting information about your clients needs and wants.