Negative Reverse Selling


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What is negative reverse selling?

Negative reverse selling is an innovative approach to sales that leverages the principles of reverse psychology alongside Sandler’s unique questioning techniques. Through asking clever questions, salespeople employing the negative reverse selling Sandler technique can learn what a prospect is looking for and why, while removing the feeling of pressure that comes with being sold to. When the prospect responds favourably, you continue to explore the topic.

Also known as reverse selling and Sandler reversing, negative reverse selling should not be confused with negative selling, which uses fear and uncertainty to influence the buyer. Negative selling examples include providing inaccurate or misleading information about competitors and situations and creating problems where there are none. In contrast, reverse selling creates a far more positive buyer experience that allows them to draw their own conclusions.

Why use negative reverse selling?

The Sandler reversing allows salespeople to distinguish themselves from the competition by taking the sales conversation in the opposite direction the prospect would expect. In this way, you can persuade even the most stubborn prospects who would otherwise feel unwilling to participate in a sales conversation. 

Negative reverse selling: Sandler’s tips and tricks 

A simple way to start reverse selling is to answer every question from a prospect with a question of your own. This negative reversal helps steer the conversation towards exploring new avenues, test the prospect’s reaction and learn how your offer can benefit them, without delving into an offputting sales pitch. 

The first step is to compile a list of questions that you can use to solve your prospect’s problems without trying to sell to them. These questions should be posed in a negative manner opposite to the position you want to establish or the direction you want to steer the conversation. In this way, you get the prospect to explain their problem and then realise how your product or service can help them, without pressuring them. 

The questioning strategy that works for you will relate to your specific offer, but it is often useful to precede each question with a softening statement, such as “I see what you mean”, or “I understand” and use short questions like “Which means?”. This way you can steer the conversation and keep prospects talking without pressuring them. 

Our corporate training

Experience reverse selling in action by attending a reverse selling training class at your local Sandler UK Training Centre. From then on you can start using this innovative technique on your prospects. Or feel free to contact us to learn how we can help your sales team improve. 

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