How to Make Prospects Sell to Themsleves

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In today’s Follow Up:

• The negative reverse sell 🤝 

• Dealing with ‘let’s push to Q1’ 🗣️ 

• Why most sales VPs get fired 👀 

• Sales jobs, job market & a meme 😂

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The Negative Reverse Sales Technique

Imagine a world where prospects sell you on why they should have the honor of buying your product.

I know… it sounds ridiculous. And in most cases, it is.

But similar to how reverse psychology can make someone do the opposite of what they’re told, there’s a sales technique that could make your prospects sell you on why they would be a good customer.

The negative reverse sell is a technique from the Sandler Sales Methodology. And while the name sounds like a skateboard trick, it’s an easy trick you can try.

How it works…

The negative reverse sell sounds like a complicated technique, but I promise, it’s simple.

All you have to do is agree with the prospect’s objection, tell them they might not be a good fit, and ask if it’s fair to make that assumption.

Here’s how this might look…

See how that works? You can turn their objection into an opportunity for them to sell themselves.

And yes, I know… this could also go the other way too. Be prepared for them to say ‘It’s not a good fit’. But that’s okay…

The Goal:

The whole point of using a negative reverse sell is to:

1. Get your prospects to say they’re not a good fit, so you don’t waste any more time on them.

2. Get your prospect to sell you on why they’re a good fit for your product.

That’s it. Either get to the ‘no’ faster or allow your prospect to tell you why they’re a strong fit.

Why it works…

As you already know, people hate getting sold to.

We have a kneejerk reaction to pull away when we sense that someone is trying to sell us something we don’t think we need.

The negative reverse sell helps remove the salesperson from the sale, which allows the prospect to convince themselves why they need your product (or don’t).

But be careful…

While this technique can be incredibly effective, be careful how you use it.

This works best when you’re already a few conversations in with a prospect and need to decide on whether to continue to pursue them or cut your losses.

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Sales Around The Web 🗞️

🚨 A Massachusetts insurance broker was just sentenced to 18 months in Federal prison for collecting $137K in commissions by submitting fake insurance applications.

🖥️ The COO of Cisco just left the company to join AWS as the new VP Of Global Sales Operations.

👀 Why most of the best VPs of Sales have been fired before (and why it’s a good thing).

❓️ A sales rep just started a new job as an AE, and his boss is asking for his LinkedIn login so their outbound marketing team can use it. Should he hand it over?

Checking In On The Job Market

“We’ve decided we’re going to pay $10K less. How does that sound?”

Sales Meme of the Day