OWINGS MILLS, Md., Nov. 20, 2017 /PRNewswire/ -- For salespeople pressured to meet quotas, it's easy to get trapped in a numbers game of chasing as many prospects as possible in the hope that at least some of them will close. This shotgun approach squanders precious time with prospects who have no intention of buying, but are merely looking for as much free consulting as possible.
There is an alternative, however. The technique, called reversing, involves responding to the prospect's questions with a question designed to elicit the real reason behind the original question. As Sandler sales consultant and trainer, Antonio Garrido explains in his new book ASKING QUESTIONS THE SANDLER WAY Or: "Good Question – Why Do You Ask?", recently published by Sandler Training, many of the questions asked by prospects are smokescreens designed to throw the salesperson off balance. Reversing puts the salesperson in control of the sales conversation, by facilitating understanding of the prospect's real problems.
ASKING QUESTIONS THE SANDLER WAY provides numerous examples of the reversing technique in action:
The Basic Reverse "I'm glad you asked me that. Of all the questions you could have asked me, tell me, why is that important to you right now?"
The Negative Reverse "Good question. I don't suppose you'd want to share with me why this is important to you at this moment, would you?"
The Start-Stop Reverse "Glad you asked me that. In actual fact...wait, hold on a second. Tell me, why do you ask?"
The Strip-Line Reverse "Everyone seems to be asking me that these days. What is it about it that everyone's so excited about?"
The Dummy-Up Reverse "OK, I wasn't quite expecting that question. Why did you ask?"
The Let's-Pretend Reverse "Nice question. OK, let's pretend for a second that we could do those things. What might that mean to you if we could or couldn't?"
ASKING QUESTIONS THE SANDLER WAY shows how reverses can be used throughout the sales process, which in the Sandler selling methodology is depicted as a seven-step process:
- Bonding and rapport
- Up-Front Contract
Written in an authoritative yet accessible style, ASKING QUESTIONS THE SANDLER WAY equips salespeople and managers with tools and techniques to jumpstart their careers and elevate them into the elite ranks of their profession.
For more information, please visit: https://www.sandler.com/resources/sandler-books/asking-questions-sandler-way
SOURCE Sandler Training