It’s easy to miss something if you’re not looking for it. This is where reversing comes into play. When a prospect is firing away questions and you are just giving responses, there is no way of qualifying or disqualifying this prospect. Instead, think about why they might be asking those questions and what those questions can reveal. Answer the prospect’s question with a question; this is the definition of reversing.
The main reason to reverse is to disqualify the prospect, which will save you time. Depending on the prospect’s personality type, the reverse strategy should vary to match.
Here are seven reverse strategies that will save you time and get you to the truth:
- Self-Talk- Fold your arms, look up, and repeat the prospect’s question in a manner that makes it appear that you are thinking out loud. Follow with a reverse of your choice.
- Start-Stop- Begin to answer, then stop, and ask for clarification.
- Ask Me a Question- When there is a lull in the interview, try, “Tom, ask me a question.” Wait for a response, then reply, “Good question, why did you ask me that one just now?”
- Let’s Pretend… What Happens Next? - When you are asked to do free consulting, (i.e. demos, presentations, send literature, quotes, solutions, etc.) the move is “Let’s pretend I do this. What happens now?”
- You Start- “Tom, we need to discuss all aspects of your problem, is that a fair statement? Fine, you start.”
- Off the Record- “Tom, off the record, what price were you looking for?”
- Magic Wand- “If you had a magic wand that could produce the ideal solution to your problem, what would it be?”
Remember selling is a Broadway play performed by psychiatrists, so act away! Prospects generally do not ask the “real” questions up-front, or will the disguise the intent of their questions. Do not fall for the disguise; your job is to find the truth.
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