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.<\/p>\n","protected":false},"excerpt":{"rendered":"
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 […]<\/p>\n","protected":false},"author":3250,"featured_media":0,"comment_status":"open","ping_status":"closed","sticky":false,"template":"","format":"standard","meta":{"footnotes":""},"categories":[1],"tags":[],"class_list":["post-14171","post","type-post","status-publish","format-standard","hentry","category-uncategorized"],"_links":{"self":[{"href":"https:\/\/gccwebsites.com\/startupsales\/wp-json\/wp\/v2\/posts\/14171","targetHints":{"allow":["GET"]}}],"collection":[{"href":"https:\/\/gccwebsites.com\/startupsales\/wp-json\/wp\/v2\/posts"}],"about":[{"href":"https:\/\/gccwebsites.com\/startupsales\/wp-json\/wp\/v2\/types\/post"}],"author":[{"embeddable":true,"href":"https:\/\/gccwebsites.com\/startupsales\/wp-json\/wp\/v2\/users\/3250"}],"replies":[{"embeddable":true,"href":"https:\/\/gccwebsites.com\/startupsales\/wp-json\/wp\/v2\/comments?post=14171"}],"version-history":[{"count":1,"href":"https:\/\/gccwebsites.com\/startupsales\/wp-json\/wp\/v2\/posts\/14171\/revisions"}],"predecessor-version":[{"id":14172,"href":"https:\/\/gccwebsites.com\/startupsales\/wp-json\/wp\/v2\/posts\/14171\/revisions\/14172"}],"wp:attachment":[{"href":"https:\/\/gccwebsites.com\/startupsales\/wp-json\/wp\/v2\/media?parent=14171"}],"wp:term":[{"taxonomy":"category","embeddable":true,"href":"https:\/\/gccwebsites.com\/startupsales\/wp-json\/wp\/v2\/categories?post=14171"},{"taxonomy":"post_tag","embeddable":true,"href":"https:\/\/gccwebsites.com\/startupsales\/wp-json\/wp\/v2\/tags?post=14171"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}