How to Succeed Podcast How to Succeed at Negative Reverse Selling
Mar 12, 2018
Kevin Hallenbeck, a Sandler trainer from Manchester, New Hampshire, shares insights on the advanced technique of Negative Reverse Selling. He explains how this strategy uses reverse psychology to encourage deeper, more honest conversations with prospects. By inviting 'no' instead of automatically aiming for 'yes,' salespeople can create a more comfortable environment. Kevin also discusses the importance of emotional intelligence, genuine connections, and maintaining an abundance mindset for success in sales.
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Negative Reverse Selling: Going for No
- Use Negative Reverse Selling to uncover the truth in sales conversations.
- Do the opposite of what a prospect expects by going for "no" instead of "yes".
Reverse the Flow
- Traditional salespeople often get overly excited, pushing prospects away.
- Negative Reverse Selling reverses this dynamic, letting the prospect lead.
Attitude in Negative Reverse Selling
- Maintain a positive attitude, but don't always show it to avoid seeming desperate.
- Cultivate an abundance mindset, believing there's plenty of business out there.